Sales Training: The Power Questions to Multiply Your Sales

In a recent sales training course, there was a discussion started about the type of questions one should ask in a sales call.

We all know that obviously we need to ask open questions and if we think back to the words of Rudyard Kipling ‘There were 7 honest serving men who taught me all I knew, there names were WHICH WHAT WHY WHERE HOW WHEN and WHO’ and yes questions that start with these words are excellent in sales as they do get the prospect to open up and start talking about themselves.

Then obviously you need closed questions as there will be a time in the sales process when you are only looking for a one word answer normally yes or no. Getting the prospect to say yes during the sales process is said to be vitally important. Apparently the more times the prospect says yes in the sales process the more likely they are to say yes when you go for the close of the sale.

The one type of question that most salespeople are afraid to ask is what I refer to as the painting pictures question. What I mean by this is that you need to ask questions which will really make the prospect feel they have no choice but to purchase what you are selling.

You must work on the basic principle that people generally buy to make a gain or avoid a loss. It never fails to amaze me the way salespeople are afraid to ask tough questions to make the prospect see the loss or the pain in their mind.

For example, I am amazed when I listen to Life Assurance salespeople who are sitting in front of the Prospect and say things like ‘if anything were to happen to you there isn’t a lot of insurance for your wife and family’ as opposed to really trying to let the prospect see the problem, for example ‘Mr Smith, if you died tomorrow, your income dies with you, this means your wife and family would only have x y z  a month to live on, if they only have x y z to live on, what are you happy that your family can do without?

Sales training is not all about closing sales; it is also about trying to paint pictures in the prospects mind. Good questioning is part and parcel of being able to put pictures n the clients mind.

Good sales training courses are vital to training people in the art of questioning techniques.

Frank O'Toole from Premier Training Courses has been teaching people to increase their sales through coaching and sales training that works. Sales training courses from Premier Training Courses, let's achieve.