Structuring your questions in sales talks

                            What exactly would you like to know?

          Facts

- Closed questions:
- Used to check information.
Verify Information, repeating info in order to structure information.
‘So, if I understand you correctly …?’
‘So, you think that ….?’

- Asking leading questions.
The answer already lies in the question.
‘You do want to …?’
‘You also find that …?’

          Opinions/ideas

- Broadly based questions:
check if everything that the customer wants to say has been said

- In-depth questions:
Trying to get more information about a certain subject.
(Don’t lose the overview!)

- Open questions:
Questions you ask to get the customer to talk.

How …?
What …?
Where …?
When …?
Why …?
Which…?
Who…?

Reasons for not making a sale

            Sales person/ company:

-       Customer does not like the company/ the salesperson or the approach.

-       Competitor has better product/ offer.

            Customer:

-       Generalises

     (Happened once before)

-       Other important sources say so. 

      (Newspaper, TV)

-       Can’t make up his or her mind.

-       Test salesperson.

Objections to product

           Features:

     -    Did not understand it.

     -    Doesn’t see the advantages

     -    Is not what he/ she wants

     -    Price

            Necessity:

-       Customer does not see the necessity;

      is not motivated enough.