Types of Sales Questions
I have been thinking a lot about sales questions lately. Here at The Brooks Group, we teach salespeople how to use nine, different types of sales questions.
Here they are:
- Problem-Resolution Questions.
- Agitation Questions.
- Solution- and Feeling-Based Questions.
- Needs-Based Questions.
- Feature-Benefit Questions.
- Objection-Testing Questions.
- Yes/No Questions.
- Level-1, -2, and -3 Questions.
- Silver Bullet Questions.
Of course, virtually anyone can learn a string of questions. That's the science of sales. The art? How to deploy them in a way that allows two things to occur simultaneously:
- Your prospect or customer provides you information and feels as though they're in control.
- You obtain information while actually maintaining control of the buying process.
The success of the IMPACT Selling System lies in its ability to allow prospects to feel like they're leading the process (this is especially important in today's selling environment where customers have more information then ever before) while, at the same time, allowing the salesperson to move the sales interaction forward, toward a conclusion.
Learn how to capitalize on questions in order to move a sales interaction forward by implementing the IMPACT Selling System.
Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!- Join the Sales Community
-
Free Sales Training Tips
-
TheBrooksGroup Sign up for our webinar: Top Sales Performers. March 1 at 12:55 EST http://t.co/krXC8nMQ - 02/10/2012 13:25
TheBrooksGroup Sales managers should help their salespeople with difficult customers. Agree? - 02/10/2012 13:25
TheBrooksGroup Webinar: How to Top Sales Performers. March 1 at 12:55 EST http://t.co/krXC8nMQ - 02/09/2012 13:15- So SalesGenie’s Super Bowl Commercial Missed The Boat…Or Did It? 30 comment(s)
- The World’s Most Complete List Of Job Titles For Salespeople 14 comment(s)
- Great Salespeople: Born or Bred? 13 comment(s)
- [Webinar] How To Determine How Good Your Sales Team Really Is 12 comment(s)
- Cold Calling 2.0 is Really About Warm Calling 12 comment(s)
- No, Professional Sales is Neither Dead Nor Dying 12 comment(s)
- The 10 Worst Practices in Selling Today 12 comment(s)
- Asking the right questions
- Book Review
- Customer Service
- Hiring / Retention
- IMPACT Selling
- News From The Brooks Group
- Overcoming Objections
- Positioning
- Pre-Call Planning
- Professional Selling
- Prospecting
- Sales Leadership
- Sales Management
- Sales Motivation
- Sales Negotiation
- Sales Presentations
- Sales Technology
- Sales Training Audios
- Sales Training Industry
- Sales Videos
- The SalesBuzz Radio
- Time Management
- Videos – Ask Bill
- Webinars
- February 2012
- January 2012
- December 2011
- November 2011
- October 2011
- September 2011
- August 2011
- July 2011
- June 2011
- May 2011
- April 2011
- March 2011
- February 2011
- January 2011
- December 2010
- November 2010
- October 2010
- September 2010
- August 2010
- July 2010
- June 2010
- May 2010
- April 2010
- March 2010
June 15th, 2010 - 12:15
Really good post Jeb,
Your prospect/client needs to feel they are in control or it will come across that they are being interrogated! And there’s nothing worse!
The interaction should be an effortless conversation that flows. You’re obtaining information and at the same time your mind should be processing information on how they buy and what your best strategy will be.
The best sales people make it look effortless but they would have no doubt practiced their trade for many many hours to make it look effortless.
Thanks again for a great newsletter
Sean
Sean McPheat
The MTD Sales Blog
June 15th, 2010 - 12:46
Thanks, Sean. You’re right: Effortless sales conversations are the way to win. Every time.
June 29th, 2010 - 19:29
Here’s what you can’t teach people. Passion. You can give any sales professional a book, there is a formula to anything. Drive doesn’t come from money. It comes from the thrill of competition. Sales people can’t walk into a meeting thinking how much money they are going to make or with a question and answer sheet. Sure, we can all do consultative selling. However, think about the last time you did pure consultative selling and it hit the target. The name of the game is to dislike your competition so much that you learn everything about them and by the time they go into their meeting, every single last word that they say will be exploited.
You can question and answer all day, but if you don’t have the tenacity, you don’t have it. There is nothing wrong with it as not everyone is a sales professional, but come on, these tactics are sit and taught by Miller Heiman guys all day long. People always wonder as to why Brett Favre keeps playing. It’s not the money, it’s the competition. Give my competitors 3 volume of books and 10 training courses. If you don’t get it, you don’t get it. The number 1 rule in sales is to make every word out of your competitor’s mouth seem foolish. Without this, you’re just an average sales representative.
sales and marketing recruiters new york city
June 30th, 2010 - 07:15
Ken:
Great point — passion. The most successful salespeople are passionate about finding effective solutions for their prospect’s problems. Customer-focus is critical.
Just like Brett Favre’s passion isn’t for the paycheck he’ll get at the end of a game, great salespeople don’t focus on commission checks.
Thanks for your comment.
Jeb Brooks