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The Powerful Process to Motivate Customers to Buy From You

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Landslide Technologies

In this presentation brought to you by Landslide Technologies, Paul Cherry presents on the topic of: Questions That Sell: The Powerful Process to Motivate Customers to Buy From You. Paul carefully outlines questions to ask your customers to help move the sale to close.

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Questions That Sell: The Powerful Process to Motivate Customers to Buy From You Presenter Paul Cherry, President Performance Based Results Host Razi Imam, CEO, Landslide Technologies, Inc.
About Paul Cherry ,[object Object],[object Object],[object Object],[object Object],[object Object]
Why We Need to Ask the Right Questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
Why Don’t We Ask the Right Questions? ,[object Object],[object Object],[object Object],[object Object]
Top 10 Most Common Questions Salespeople Ask ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
How to Turn Ordinary Questions into Expansion Questions ,[object Object],[object Object]
Expansion Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Comparison and Contrast Questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
Comparison & Contrast Questions (continued) ,[object Object],[object Object]
Comparison and Contrast Questions (continued) ,[object Object],[object Object],[object Object]
Comparison and Contrast Questions (continued) ,[object Object],[object Object],[object Object],[object Object]
Are Salespeople Good Listeners? ,[object Object],[object Object],[object Object],[object Object]
Use Lock-on Questions to Get Customers to Open Up Lock-on questions are tactical questions that zero in on a key word(s) the customer states. The purpose is to direct the conversation while encouraging your customers to expand on their ideas, feelings, and thought process. Customer states: “ We’ve been trying to meet our goals for this year.” If you could choose only one word to get more details from the statement above, which word would you select? The word is _______ because it elicits ________.
“We’ve been trying to meet our goals for this year.” ,[object Object],[object Object],[object Object]
Use Lock-On Questions to Create a Sense of Urgency ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Use Lock-On Questions to Qualify & Minimize Stalls ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
More Information and Resources ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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The Powerful Process to Motivate Customers to Buy From You

  • 1. Questions That Sell: The Powerful Process to Motivate Customers to Buy From You Presenter Paul Cherry, President Performance Based Results Host Razi Imam, CEO, Landslide Technologies, Inc.
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  • 13. Use Lock-on Questions to Get Customers to Open Up Lock-on questions are tactical questions that zero in on a key word(s) the customer states. The purpose is to direct the conversation while encouraging your customers to expand on their ideas, feelings, and thought process. Customer states: “ We’ve been trying to meet our goals for this year.” If you could choose only one word to get more details from the statement above, which word would you select? The word is _______ because it elicits ________.
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