| Asking The Best Sales Questions | | | | yourself from competitors by being the best |
| Effective questioning is a critical sales skill for | | | | listener. |
| several reasons. First, our recent research shows | | | | But merely asking questions isn't enough. You |
| that there is a direct correlation between the | | | | need to ask "The Best Sales Questions." For |
| success of a sales call and the type of questions | | | | example, asking questions that draw out needs |
| that the salesperson uses. On average, failed sales | | | | for your product's strengths can position you as |
| calls include 86% more close-ended questions than | | | | the best or only solution for the customer's |
| open-ended questions. | | | | needs. |
| Successful Sales Calls Have 25% More | | | | Sales Skills - In The Field |
| Open-Ended Questions. | | | | Asking "The Best Sales Questions" allows you to |
| Second, your questions help customers make | | | | uncover your customer's real needs and meet |
| their first key buying decision, which is whether to | | | | them with the right solution. A sales |
| buy you, the salesperson. Questions build rapport | | | | representative from WESCO International, Inc., a |
| and demonstrate your interest in the customer. | | | | $4 billion electrical equipment provider, used the |
| They uncover information about the customer's | | | | Action Selling(TM) process to do just that. |
| needs, who to call on, the decision-making | | | | Great questions helped the sales rep land a new |
| time-frame, your competition and how the | | | | account on the first call. By zeroing in on the key |
| customer will make a decision. When you ask the | | | | needs behind a contractor's stated requirements, |
| "best" questions, customers will view you as a | | | | he was able to craft a bid that matched those |
| consultant with their best interests in mind. | | | | needs exactly. He won the business (a $77,000 |
| Third, questions help you manage the sales call. | | | | order) and opened the door for future |
| You can control the conversation and differentiate | | | | opportunities. |