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ineng | What is the importance of mastering the art of questioning in sales? |
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SEMblogger
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Asking the right questions helps build some rapport if accompanied by genuine interest. Also, asking questions can help find the need or want, or give the slant in the presentation and help to overcome objections later on. Also, it can give something useful to use as a follow up after the sale to continue building a relationship with the client or customer. |
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JoJo
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You want to sell what the customer wants/needs...the best way to do that is to understand their business (if you're selling to businesses), current issues, strategies to build for the furture, so that you can provide products and services to meet those needs. Anyone can march into a place and sya hers's what we have, want some? Occasionally, someone will buy, but it is not the way to build business and sustainable and profitable customer relationships. |
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Wendy
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asking the right questions is key to discovering your customers needs and how you can fulfill them, better than the competition. pay attention to what they say and what they DON'T say. some believe they know what they want in a product or service, yet they don't convey those needs as thoroughly as we think.
what are they looking for? what would make a product or service superior in their opinion? what needs are they meeting and who is their target customer? what time frames are they dealing with? immediate, future? what are their financial constraints?
always be personable, always be humble and always follow up. |
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Bobby Guitar
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1. How can you learn what your prospects needs/wants if you don't ask them?
2. Don't you want them to think you're interested in them and care?
3. Would you trust someone who doesn't shut up and listen?
4. Do you know a better way to peel away the surface and get down to the true motivation of your prospect?
5. Aren't you interested in knowing their time frame, budget, competitive options, and how are you going to find out without asking?
6. Do you really need more reasons?
I believe the best sales people have the best questions! What do you think? |
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laurel g
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I ask people how high their P.G.& E bill is, when they are seeking a new washer/dryer set, a regrigerator, etc.. This makes the customer think about how much money is being wasted each month on the 'power' bill. The reason for bringing this up, is that by buying the most efficient of these machines, will definitely lower their bills each month. They pay more for the most Energy Efficient machines, but, they do not pay as much (not even close, normally) every month on the power bill. So, is it better to pay one payment that is larger to purchase one of these very, very efficient machines, such as L.G., or to pay every single month on the 'power' bill, continually? This, normally makes the customer think twice before buying a less expensive brand that WILL cost them more than twice the 'power bill' every single month that they use this lesser quality machine. How much washing do you do? That is usually a large amount, and the L.G. Energy Star machines have the largest tubs made in the U.S.. That seems to bring people to actually LIKE the idea of paying more and getting more, a lot. |
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amadeus
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Very important. It tells the customer that the salesperson is interested in him/her. Today, people feel that no one is interested in them. So this makes a big impression and the customer is more open to buying.
For salespersons, getting some answers from customers lets them know they are on the right track. They learn the needs of the customers without being confrontational. The best way of questioning is to keep it low-key and non intrusive.
amadeus |
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