Sales and the Art of Question-Asking

In value selling training, you learn early on how important it is to understand as much has you can about your client’s situation and their needs. Some of this background you will learn through research. But the most relevant and the most insightful pieces you will learn when you converse directly with your client.

“The better the questions, the better the answers” translates into “the better you know your client, the better your ability to provide solutions of value.” The art of question-asking, therefore, is a critical skill that can contribute mightily to your success as a salesperson.

Design questions that will elicit solid information on your client’s situation and point of view.

• Use open-ended questions that begin with how, what, why, who, where and when.
  
• Have some questions prepared by do not rely on a script. Instead, the conversation should flow comfortably from one topic to another.
  
• Beware of firing too many questions at your client. This should not be an interrogation.
  

Especially in complex or consultative sales, your ability to ask thought-provoking questions will give you the chance to shine and design a truly customized solution that will have an impact on your client’s business.

Learn more at: http://www.lsaglobal.com/solution-selling-training/