Secrets of Question-Based Selling by Thomas Freese

Author:Thomas Freese
Language: eng
Format: epub
Publisher: Sourcebooks, Inc.
Published: 2013-11-15T00:00:00+00:00

There’s more to broadening the scope of your questions than just reeling off a sequence of open-ended questions. To develop the opportunity, you’ll want to ask questions that will challenge the customer’s thinking—to uncover and identify needs that can be successfully addressed by your product or service. That’s what we’ll talk about next in chapter 9. There, you will learn how to escalate the strategic “focus” of your questions in order to expand relationships, uncover needs, and increase the value of your sales conversations.

Summary

Narrowing the scope of your questions can help you establish more credibility than anything else you can do. By asking intelligent diagnostic questions, you let prospects know that you are a cut above everyone else who is also competing for their time and attention. This credibility gives you an opportunity to probe more deeply into their thoughts, feelings, and concerns, so you can uncover more needs and put yourself in a strong position to provide greater value.

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