Questions and Exploring For Needs
Asking questions is an effective way to uncover
your customer's needs. Questions permit you to control the stream
of conversation in any direction you choose. You can point out
the value of owning the product you're selling and how it fills
the needs you've discovered in the questioning process.
If questioning is not handled in an understanding
way, it can cause anxiety in the customer and defeat your purpose
of showing how your product can fill his needs.
Each participant will learn the five functions
of questions through the use of the all-important Question Map.
Advanced questioning techniques will be explored
that will get your customer thinking about WIIFM (What's in it
for me?) in choosing your product over that of your competition.
Click
here to contact the Negotiation Institute or Call
212-888-0053
Benefits
The sales agent will become more adept at asking
the right questions and discovering the customer's needs, leading
to a choice of your product.
You will gain skills at fathoming a customer's needs
and to focus on filling them to conclude the sale of your product.
- Using the Question Map
- The PROPER way to ask a question
- The Different Types of Questions:
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- Closed
- Open
- Paraphrase
- Asking the "Right" Question will Get you the "Right" Answer
- Uncovering Needs
- Definite vs. Indefinite Needs
- Advanced Questioning Techniques
- W. I. I. F. M.
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