There are certain decision-making and need-to-know conditions salespeople must learn from their prospects. Yet, salespeople can’t ask everything at once. Nor can salespeople risk offending a prospect by asking too many questions before the product is actually seen. Therefore, salespeople must ask well-formed, well-targeted precise questions which are friendly in tone yet are sure to provide much needed information to guide their sales presentation. The strategies for developing precise questions are examined during this seminar.

1. Discovery & Qualifying The Fine Art of Asking Precise Questions

3. Curiosity

5. Curiosity makes your mind active, observant, opens up possibilities and brings about understanding

6. Sincerity

10. Precise Questions

11. Precise Marked by exactness and accuracy of expression; clearly expressed or delineated

12. If you could have three wishes at this moment, what would you wish for?

15. How Questions Understanding

16. Precise Questions For you, what is important about … What color did you have, in mind? What time do you want me there?

17. What Questions Information

19. Why Questions Reason

21. Two types of precise questions

26. When will you make a decision? Who else will be involved in the decision? Is this something you are considering doing now?

27. Conditions

28. - Decision-making conditions

29. Need-to-know conditions

30. Five-Step Process

31. Step One Ask decision-making condition questions

32. Transition Listening Step Two

33. Ask need-to-know condition questions Step Three

34. Listen for buying motivation Step Four

35. Repeat to verify Step Five

36. Decision-making condition questions

37. Step One What is important about …

38. Importance of Words Do not change the wording

40. Follow-Up Precise Question Is there anything else?

41. Transition Listening Step Two

42. Salesperson Customer Clients will always give you what you need if you know what to listen for

43. Ask need-to-know condition questions Step Three

49. Listen for buying motivation Step Four

51. Present Situation Desired Situation Motivation

52. Repeat to verify Step Five