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Effective Sales Questions Strategies

The document outlines the importance of using questions in sales to engage prospects and identify their needs. It categorizes questions into four types: direct, nondirective, rephrasing, and redirect, each serving a specific purpose in the sales conversation. Additionally, it provides three rules for effectively using questions during sales interactions.

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2 views2 pages

Effective Sales Questions Strategies

The document outlines the importance of using questions in sales to engage prospects and identify their needs. It categorizes questions into four types: direct, nondirective, rephrasing, and redirect, each serving a specific purpose in the sales conversation. Additionally, it provides three rules for effectively using questions during sales interactions.

Uploaded by

francineyambao347
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

USING QUESTIONS

o Questions are the most common openers because they allow the salesperson to better determine the
prospect's needs, that force the prospect to participate in the sales interview.
o The salesperson should use questions only that experience and preplanning have proven receive a positive
reaction from the buyer.
o Like opening statements, opening questions can be synthesized to suit a number of selling situations.

Four Basic Categories of Questions

a) Direct or Closed-ended Questions


b) Non-Directive or Open-ended Questions
c) The Rephrasing Question
d) The Redirect Question

Direct Question or Close-ended question


o Can be answered with very few words
o Ask for a limited, short answer from prospect
o Yes or no, or a few words
o Useful in moving toward a specific topic
o Does not really tell you much
o There is little feedback information

Examples:
 "Mr. Berger, are you interested in saving 20 percent on your manufacturing costs?"
 "Reducing manufacturing costs is important, isn't it?"
 "What kind?" or "How many?"

Nondirective (Open-Ended) Questions


Opens up two-way communication
Questions begins with who, what, where, when, how, or why Prompts customer to continue talking

Examples:
 Who will use this product?
 What features are you looking for in a product like this?

Rephrasing Question
At times, prospect's meaning is not clearly stated
o Salesperson attempts to clarify meaning
o Salesperson attempts to further determine prospect's needs

Examples:
 Would it be correct to say that price is the most important thing you are interested in?
 Earlier in the conversation, you shared that delivery times are of the utmost importance. Can you tell me
more about your expectations in this area?

Redirect Question
Used to redirect prospect to selling points that both parties agree on
o Moves conversation from a negative position to a positive or neutral one
o Reestablishes communication between two people
o Finds areas of agreement between buyer and seller even if prospect is opposed to purchasing product

Examples:
 You would agree that manufacturers must use the most cost-efficient equipment to stay competitive these
days, wouldn't you?
 Wouldn't you agree that you continually need to find new ways to increase your company's sales?

Three Rules for Using Questions


1. Use only questions that you can anticipate the answer to or that will not lead you into a
situation from which you cannot escape
2. Pause or wait after submitting a question
3. Listen

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