Sales Questions

by Dennis Wehe
(Mombasa, Kenya)

I would like to know how to phrase sales questions so that i can get to understand my clients better.

Answer

Hi Dennis,
one mark in your favour already is that you are focusing on the questions you ask and not closing techniques.

I highly recommend "SPIN Selling" by Neil Rackham. It's well worth buying, I prefer the Fieldbook, it's an easier read and has lots of exercises to help you use the model.

If you want to know a bit about it I have written a summary which you read on my website on download a more detailed summary as a pdf. Of course this is nowhere near as good as reading the book. Go to SPIN Selling for the summary.

IN terms of questions to understand your client better you may like to take a look at some of the free persuasion articles
on my website. Especially, articles 3, 5, 7, 15, 25, 35, 36, 41 and 43.

If you find 7, 15 and 41 relevant to you you may want to check out responsive customers

Hope this helps, Greg

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