Questions That Sell

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Questions That Sell
Paul Cherry
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What Motivates Customers

• _____ Price
• _____ Sales person
• _____ Quality
• _____ Service

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What Impacts Our Ability to Engage Customers

• What we say ______
• How we say it ______
• Non-verbal ______

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The Sales Bridge
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Top 10 Questions

• Hows business? Weekend? You?
• Will you make the decision? Who Else? When? How?
• Whats your budget? Price? Criteria? Needs?
• WhatProjects? Specifications? Products?
  Applications? Procedures? Outcomes?
• What are Pain? Problems? Goals?
• Who is your current.? Like? Dislike? Change?
• How can I help? Know me? Like me? Dont? Improve?
• Can we schedule.submit a.quote a?
• If I could show you a way to.would you.?
• Whats it going to take to win your business?

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Questioning Situational

• Series of Informational Questions in which your
  customer has an answer.
• Based on facts, needs, challenges, wants.

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Power Probing

• Thought-provoking
• Stretches the customers comfort zone
• Uncovers emotions, beliefs, values, motives.
• Power Probes position you as the ___________ and
  differentiate you from your competition who ask
  the same or similar questions.

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Compare and Contrast

• Begins with describe for me, share with me,
  explain to me, take me through, clarify, help me
  to understand,
• These questions use a comparison word to contrast
  one idea with another

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Areas to Uncover

• Other decision-makers
• Criteria to determine value
• Time (shifting priorities and trends)
• Alternative choices (current verses ideal)
• Customers competitive threats
• Current vendor relationships

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Dartnell Research

• _____ of the time customers dont tell you
  whats on their minds.
• _____ of the time customers listen.
• Information is Power. Lock On.

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Lock-On Questions

• Capture an idea, feelings, motives, or thought
  process based a key word(s) the customer states.
  

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Lock-On Questions

• Customer states

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Want More Information?

• FREE Resources
• Overcoming the Sales Call Stall Ebook and
• 117 Best Questions to Maximize Results.
• A 32.00 value. Heres how to get them for
  free..
• Paul Cherry
• cherry_at_pbresults.com
• 302-478-4443
• www.pbresults.com