From the first day of school we were programmed to answer questions when asked. Our legal system dictates we tell the truth the whole truth and nothing but the truth.
Some sales people see the prospect as the authority figure and go into presentation or quoting mode too soon in the sales process. Other sales people wanting to be recognized as authority figures will make premature presentations or quotations and still don’t get the sale and wonder why.
How to get out of this mess?
We have been taught there are two types of questioning techniques.
A-Closed end questions which give us Yes or No answers.
B-Open ended questions give us a response in the form of information.
In a recent survey it was learned sales professionals using open ended questions were still asking far too many questions and not getting enough valuable information to qualify an opportunity.
Once these sales professionals learned how ask questions with a broader bandwidth they were able to gather more information in a shorter period of time. They were also able to qualify the situation in a shorter period of time.
Here are examples of open ended, closed ended and broader bandwidth questions.
1-Closed end question- Is this your only location? Closed end response. No
2-Open ended question- How many locations do you have? Open ended response. We have 3 locations. (A little better response than question 1)
A question with a broader bandwidth- What are you most proud of when you look at your company?
A broader bandwidth response-We are a third generation company. My grandfather started this company in his garage and we now have three locations servicing companies from New England to Florida. (Much better question and more information gathered than 1 & 2).
A question with a broader bandwidth- That is fantastic. Please go on.
Because of our locations we can distribute our products faster, lower our delivery cost and be more competitive in the market place, etc.
Here is the Secret to Better Qualifying. Ask broad band width questions and get more information in a shorter period of time.
If you would like to learn more about this concept you can reach me at 908-472-3848.