Questions – The Power Tool in the Sales Toolkit
You can never underestimate the power of the properly used question. When we talk about the relationship sales process, we focus on understanding the client’s business, its growth, and its challenges. To understand what that means from the client’s perspective, sales must ask questions. Questions are everything – the power tool in your sales toolkit. Questions move the focus to the client. What we know about the client, at the most tangible level, and how we can differentiate and position our product/solution, depend on the information the sales group discovers. The only way to do that is with the best and most efficient questioning process - the client diagnostic. It is not solely about the question, but the question starts the information process and then keeps that information process going.
Here are the key skills that are required during the questioning process:
Caution: This Is Not Easy
The following information outlines the basic information about the questioning process:
To better understand the power that questions have during the relationship sales process, I invite you to learn more about our Sales & Business Development program as part of the Phoenix Strategic Performance Institute. This program helps you to strategically align your sales process to accelerate the relationship sales process, creating corporate growth and building strategic value.