Asking the Right Sales Questions: A Customer Focused Sales Approach
Many salespeople as well as customer service representatives tend to wander all over the map in a conversation with customers without asking the right questions to be truly helpful.
Think about the last purchase you made. It’s possible your choice was made when the salesperson asked just the right question to prompt you to think differently about the need for the product or its value. Mark Twain said the difference in using the right word is the difference between lightning and the lightning bug! So it is in asking the right question in sales or customer service environments. The right question is a powerful tool to close sales and make customers feel valued and cared for.
Asking the right questions means being able to get into the mind of the customer and see things from his/her perspective. To empathize. To argue the customer’s case better than he can himself. The ability to do this is a learned skill, something sales and customer service personnel can master with training that brings out their best, most thoughtful self.
Sales and customer service reps who know how to Ask the Right Sales Questions help your business achieve important benefits:
Asking the Right Sales Questions Training highlights:
Asking the Right Sales Questions Methodology
Participants in Asking the Right Sales Questions spend most of their workshop time in practices with coaching and feedback in P2P Videolabs™ – AlexanderHancock’s trademarked process for rapid development of business communication skills. They bring their own real situations to use in the practice sessions.
Participants in Asking the Right Sales Questions practice actual sales/service interactions and receive feedback from the facilitator and peers. They gain insight and skills through customized exercises and case studies.
Asking the Right Sales Questions Customized Solutions
To ensure that training is not just an “event,” but instead produces enduring results, we customize Asking the Right Sales Questions to fit your unique situation, business strategy, culture, and people. After discussion with you and other experts within your organization, we select the emphasis, specific skills to be developed, key learning points, exercises, and case studies for practice to create a solution tailored just for you.
Asking the Right Sales Questions Applications
The following are some of the ways our clients have used custom versions of Asking the Right Sales Questions