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Sales Warrior Notes: Using Questions

This document provides tips and strategies for salespeople. It discusses using questions to qualify customers, identify decision-makers, understand customer values, guide customers, and close sales. The document emphasizes stimulating customer needs, selling when needs are highest, and creating long-term customer value. Salespeople should analyze situations to understand what is important to customers and whether their company's products and skills provide a competitive advantage. Proper planning and understanding customer reasons to buy are essential to winning sales.

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Sumon Sadhu
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857 views2 pages

Sales Warrior Notes: Using Questions

This document provides tips and strategies for salespeople. It discusses using questions to qualify customers, identify decision-makers, understand customer values, guide customers, and close sales. The document emphasizes stimulating customer needs, selling when needs are highest, and creating long-term customer value. Salespeople should analyze situations to understand what is important to customers and whether their company's products and skills provide a competitive advantage. Proper planning and understanding customer reasons to buy are essential to winning sales.

Uploaded by

Sumon Sadhu
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Sales warrior notes

Chapter 12
Using desire:
 Personal
 Products
 Information
 Profit
 People

To close the sale do it when the customer is most passionate, needs are at their peak, have
money. Read their signals, puck a time that gives you influence.

Stimulate customer’s needs:


 Address central need then deal with peripheral issues
 Uncover a need that doesn’t worry customers – wait until they become concerned before you sell on
it
 Some customers needs demand attention now – present solutions immediately if you can, if you
cant wait for another time
 Publicizing needs can will sales – in many situations you cant get the decision maker. Take your
time promoting your solution within the company
 You can fan customers desires – don’t fight against prevailing attitudes. Well known needs get
attention. Subtle needs are easily overlooked.

Only sell to customers who provide long term value

Using questions

Without info you cannot guide the sale

Spend time with right issues in minimum time – use questions to find out

5 types of questions
1. Qualifying questions
a. Ask about basic condition of business
b.
2. Identifying questions
a. Discover who makes the decisions within the organization – know the assistants, know
how to reach them, how to get close to key people to get into organization – give them
a reason to help you
3. Value questions
a. Discover what is important to customers and focus on that. Understand their view of
value
4. Leading questions
a. Ask questions that guide customers in a certain direction. Don’t tell them what you
want them to believe – ask them questions that will lead themselves there
5. Closing questions
a. Questions that create the sale

Boxx3G International Corporation 401 Richmond Street West Suite 380. Toronto, Ontario M5V 3A8 Canada
office. 416 855 1777 fax. 416 979 3155 email. [email protected] web. www.boxx3g.com
Create close customer relationship with questions
Ask only fair and reasonable questions. Listen carefully.
www.strategy-shop.com
ch1 Knowing situation
 discuss philosophy – command people to have a higher level purpose. Never fear danger or
dishonesty
 discuss climate – sunny or overcast, hot or cold, depends on the season
 discuss ground – can be distant or near, hard or easy, open or narrow
 discuss leadership – commander must be smart, trustworthy, caring, brave, honest, and strict
 methods – shape of organization and hierarchy

5 factors in analyzing a sale


 discuss philosophy – sell in a way that shares customers goals. mantra
 discuss trends –be enthusiastic
 discuss customers prospects – spread out or close by, difficult or eager, open or close minded
 discuss talents – commander must be smart, trustworthy, caring, brave, honest, and disciplined
 process – control the process, gear it towards the company you are working with

planning to win or lose sales

Analysis reveals what is important. You must ask:


 does your company offer a competitive product
 do you have the sales skills you need
 do you know the right time to sell the customer
 which sales process is right for the customer
 which issues are important to the customer
 do you know more than the competition
 which sales are going to make you money

Before investing in sales process you must now they will buy. They must have a good reason to buy.
Find reasons for them to buy. If you have too few it is a waste of your time.
Calculate your advantage

Boxx3G International Corporation 401 Richmond Street West Suite 380. Toronto, Ontario M5V 3A8 Canada
office. 416 855 1777 fax. 416 979 3155 email. [email protected] web. www.boxx3g.com

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