John Kurth - Many sales people agree that asking questions is a key component of discovering the prospect’s needs, wants, and desires, which are essential to making the sale. It is the level of detail of the types of questions and asking the questions with precision that separates the average salesperson from a Top-Producing Salesperson.
Top-Producing Salespeople write out all the possible questions they would want to ask a potential customer and then objectively choose the most effective probing questions and probing statements to use in their sales presentation. The probing questions and probing statements are then scripted for maximum selling effectiveness. A Top-Producing Salesperson decides, in advance, what is the best order and sequence to ask those probing questions.
Probing questions are pretty self-explanatory and Probing Statements encourage a prospect to reveal other important information that will help the Top-Producing Salesperson to close the sale.
Here are two examples of probing statements:
1. “Tell me more about that.” or
2. “Describe to me your investment style.”
Think about how you can best use probing questions and probing statements to close more sales.
Sales scripts are one of the most powerful ways to persuade and sell your prospects. Sales scripts can help transform you into a Top-producing Salesperson, only if you know the keys.
Sales scripts are one of the most powerful ways to influence your prospects and get them to buy your products or services. Sales scripts can help transform you into a Top-Producing Salesperson, only if you know the keys.
Be sure to read my next Blog post:
Key #4: Benefit Bridges
John Kurth, President
Syntactics Sales Scripting™
The Syntax of Success™
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