Sales Techniques In Question
A 4 year old child asks 437 questions a day … And a commercial installation on average 7 sales interview questions! Why the difference? What are we talking about!?
According to the magazine “Parents”, a child between 3 and 5 years would average 437 questions a day. These dear little ones, in fact, want to know everything, understand everything about everything. The child is naturally curious about everything around him since he has everything to discover and learn about our universe. His curiosity demonstrates its vitality and to his awakening to life. This curiosity is limitless or taboo.
Some of their questions put us in trouble, “Why the lady she is sad?”… There are no intrusive questions, what are the answers that can possibly be. We instill in them then, alas, that curiosity killed the cat. It is perhaps in some cases some adults, but the child who wants an explanation for everything, it’s more a quality or attention to a world and a desire to know. An attitude of openness to other value-free we would do well to reclaim. In everyday life, curiosity is a permanent awakening. It allows us to break our habits of inertia of a life good or bad row. This is also a form of courage to dare to leave the known and to advance towards what is to be discovered. It is true that curiosity has a certain amount of risk. Starting with the fact of having to challenge by discovering other knowledge other opinions and other certainties. Curiosity is a fulcrum, a key driver of motivation. The strong trade has understood this and is curious! It also may be you.
Another issue of child well as classic: “Why is the sky blue? “Should make us aware that, we do not know much. We know maybe it’s because the sun shines on the air we breathe. In the air, there are nitrogen, oxygen and other gases in smaller quantities. That nitrogen is blue! But are we able to answer the question: “why nitrogen is blue?”… We often end up an answer that is not a” that’s how! “. Respond as we do not know. But our instinct of domination, no doubt, perhaps our complacency, we admit difficulty, we will not seek to know more, we have lost the habit of asking questions. We focus more on ourselves to those around us and when we open our mouths, it’s more to talk about us, our company, our products and we think that for us … interest in our client!
According to Practical Publishing SA, a business would, on average, only 7 questions interview of sale. If doubling this figure, the statistics prove that it would increase, while its sales by 18%. Without verifying the methodology of this study, the result confirms the idea on the effectiveness and the need to be more curious by asking more questions during a sales meeting.
In addition to increasing the number of questions, the business must also question the relevance of his questions. What questions are they? Without going into detail about the variety of names (direct or indirect, directed or generalized, mirrors or suggestive of control or recovery, interro-negative or …), it is common to distinguish two types of questions: open questions and closed questions.
Open questions usually begin with “how, who, what, what, how, where, when, why …” and thus allow openness to dialogue. Closed questions (“did you do it there …”) lead to a “yes” or “no.” I will not dwell on too many closed questions teleprospectrices, vendors and trainers … that aim, I think, to obtain by force a confirmation of their thoughts or desires rather than trying to share (see handout: ” speak the truth to better sell … ” ). I am indeed convinced that only the open-ended questions to be used in a commercial maintenance. From the introduction through the discovery, the proposal, the argument to reach the conclusion, all stages of the sale require, in my opinion, no matter closed. Now an open question can be closed by the context. If we ask “where do you live?”The answer is predictable, one possibility: a name. It is the questioning of the officer who, in spite of so-called open questions is very disagreeable to the complainant. It is the same for the customer of that business which prepares questions in advance!
So how do you ask real questions open that lead from one to whom they are intended, an explanation or an emotion (see handout: “Emotional intelligence in the sale”)?
Tags: Question, Sales, Sales Techniques, techniques
