retailworld
26-03-2007, 18:58
These are the skills that a salesperson uses to find out more about the customer and what they are interested in. They are also a critical part of closing a sale, as a salesperson will usually have to ask for the business.
The use of questioning techniques involves putting together appropriate questions and using them at relevant points during the sales process. Using an inappropriate question at a critical moment in the sales conversation can mean the difference between closing and losing a sale.
To be able to use a relevant question, at an appropriate time, it is important to understand the different types of questions that can be used and the types of responses that they are likely to generate. Types of question include:
Closed question
This is designed to get a direct yes or no or a very short, direct response. This type of question is helpful if you want to check a customer’s response to a question without getting into a lengthy discussion.
Open questions
These are designed to encourage the customer to provide you with information about their desires and requirements. An open question will encourage them to tell you their own thoughts in their own way.
Leading questions
A leading question is designed to get the customer to provide the response that the salesperson wants.
Comparative questions
These types of questions enable the salesperson to narrow down and clarify the customer’s choices.
To read the rest of our FAQs on Sales, click here (http://blsy.creativemessage.com/Assets/Files/26%20Mar%2007/SalesFAQs.pdf).
[Source: Business Link 26th March 2007]
The use of questioning techniques involves putting together appropriate questions and using them at relevant points during the sales process. Using an inappropriate question at a critical moment in the sales conversation can mean the difference between closing and losing a sale.
To be able to use a relevant question, at an appropriate time, it is important to understand the different types of questions that can be used and the types of responses that they are likely to generate. Types of question include:
Closed question
This is designed to get a direct yes or no or a very short, direct response. This type of question is helpful if you want to check a customer’s response to a question without getting into a lengthy discussion.
Open questions
These are designed to encourage the customer to provide you with information about their desires and requirements. An open question will encourage them to tell you their own thoughts in their own way.
Leading questions
A leading question is designed to get the customer to provide the response that the salesperson wants.
Comparative questions
These types of questions enable the salesperson to narrow down and clarify the customer’s choices.
To read the rest of our FAQs on Sales, click here (http://blsy.creativemessage.com/Assets/Files/26%20Mar%2007/SalesFAQs.pdf).
[Source: Business Link 26th March 2007]