18
| Date post: | 12-Jan-2015 |
| Category: |
Sales |
| Upload: | conscious-solutions |
| View: | 160 times |
| Download: | 0 times |
What Can Questions do?
Close deals– Can you see any reason why we shouldn’t do this?
Get you out of trouble– You must have had a terribly bad experience to bite my
head off like that what happened?
Lead people in the right direction– Who likes chocolates?
Who Likes Chocolates?
I Want People Engaged with the Conversation
Rather than
intoTurn
A Typical Meeting with a Prospect
Meet Again
Preparation
First impressionKick it off
Explain the practice
Winding upBeing nice
Gain agreementFor next action
Ball parksolutions & fees
Recap
Questioningin detail.Get them talking on the right subject.
7 Questions to Ask Yourself
What is the need / problem
Why is the problem a problem
What outcomes/results do they want
Which are the highest priority
What solutions can we offer
What result will each solution produce
Which solution is best
Questioning Funnels
Problems appear
Wants or desired outcomes
People start talking Catalyst questions
& chatting about their situation or business
Other open questions
Detail & needs priorities
Probing questions
Get nosey, ‘what happened & why’
Create a want question ‘do you want to do something about this?’
Architect of Needs
Question
A question, or a list of questions to uncover whether any of the situations exists
Service
Name of the Service
Advantage
All the benefits that anyone in any situation could gain from the service
Situation
What situation someone would need to be in for the advantage to be of value
Architect of Needs
Question
“I was hoping you could tell me about those key staff members who you think can have the greatest effect on profit and maybe explain their responsibilities?”
Service
EMI
Advantage
Focus on profitGreater profit> Business value LoyaltyLess turnover of staffLower recruitment
o Retains clientso Less trainingo Retains /
secrets
Situation
Managers don’t focus on profitWants to sellFalling profitsHigh recruitment costsClients left in the past or here is a fearWants to beat competitionetc
Waltons the Motor Dealers
1. I was hoping you could tell me about those key staff members who you think can have the greatest influence on profit, and maybe explain their responsibilities?
2. How will their jobs be influenced when you open the new site?
3. How do they feel about this?4. Can I bring you back to something you said about
Godfrey which was to get him to think more about profit, can you explain that?
Waltons the Motor Dealers
5. So he doesn’t focus on profit?6. But you’d like him to?7. On another thought what would be the effect of
either of these two leaving and possibly going to a competitor?
8. So, finding a way of binding them into Waltons and focussing on profit is something you would like to investigate?
9. And if anything could be done, you would want to do so before you open the new site?
Building Catalyst Questions
(FLAG)
I was hoping you could tell me
(Two questions in one)
about those key staff members who you think can have the greatest influence on profit and maybe explain their responsibilities?”
Open
How What WhyAnd some people suggest
which, I think it’s a bit weak
Catalyst Question
Flags– I was hoping you could tell me…– Could you please explain…– Do you mind just giving me an idea…– I’d be interested to know…
A Fabulous Catalyst Question
Out of interest I was hoping you could tell me what changes you’ve recently seen in the industry and how they are affecting your business?
Conclusion
Funnels Architect of Needs Catalyst Questions
Chartered Developments
Pete is responsible for Chartered Developments sales & marketing strategy, in addition, he applies those skills in sales management. Pete began his career selling office equipment in the 80’s before working in the City. He then started an accountancy firm in the early 90’s before founding Chartered Developments in 1997.
Chartered Developments’ Services
• Lead Generation• Data• Win/Loss Surveys• Email Campaigns• Marketing CRM• LinkedIn Consultancy
Please feel free to connect with me on LinkedInOr [email protected]
