| Effective questioning is a critical selling skill for | | | | buy you, the salesperson. Questions build rapport |
| several reasons. First, our recent research shows | | | | and demonstrate your interest in the customer. |
| that there is a direct correlation between the | | | | They uncover information about the customer's |
| success of a sales call and the type of questions | | | | needs, who to call on, the decision-making time |
| that the salesperson uses. On average, failed sales | | | | frame, your competition and how the customer |
| calls include 86% more close-ended questions than | | | | will make a decision. When you ask the "best" |
| open-ended questions. Effective questioning is a | | | | questions, customers will view you as a consultant |
| critical selling skill for several reasons. First, our | | | | with their best interests in mind. |
| recent research shows that there is a direct | | | | Third, questions help you manage the sales call. |
| correlation between the success of a sales call | | | | You can control the conversation and differentiate |
| and the type of questions that the salesperson | | | | yourself from competitors by being the best |
| uses. On average, failed sales calls include 86% | | | | listener. |
| more close-ended questions than open-ended | | | | But merely asking questions isn't enough. You |
| questions. | | | | need to ask "The Best Questions." For example, |
| Successful Sales Calls Have 25% More | | | | asking questions that draw out needs for your |
| Open-Ended Questions. | | | | product's strengths can position you as the best |
| Second, your questions help customers make | | | | or only solution for the customer's needs. |
| their first key buying decision, which is whether to | | | | |