Prepares better sales questions for every important sales call. Best Practice #34

by Dave Kahle

The single most powerful tool that a sales person has is a well-phrased, appropriately asked question.  Nothing else compares to the impact a good question can have on the customer and the sales process.

           That’s because a good question directs and influences the customer’s thinking.  When you ask a question, they think of the answer.  That simple statement neatly packages the latent power of a good question.

           Yet, few sales people understand that, and fewer still implement it.  A number of years ago, a study was done on this very issue.  Here are the results:

No other sales training program in the world gets the kind of results for wholesale distributors that we deliver.

“73% improvement in key account sales” – VP of Sales
“five- fold increase ….” VP of Sales
“transformed our company…” Company owner
    
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“Out of 300 sales people studied, 87 percent realize the importance of asking questions.  However, only 27 percent displayed the ability to ask a well thought out, stimulating series of questions.”

           In other words, thirteen percent of the sales people in the world don’t even recognize the power of asking a good question.  And only about one out of four could actually do it.  That means that three out of every four sales people, or 75 percent, don’t ask good questions.

           There are two issues here:  First, realizing the importance of using good questions effectively, and second, actually doing so.

           This is such a big issue that my most recent book, Question Your Way to Sales Success, is devoted entirely to ... CLICK HERE TO READ FULL ARTICLE