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A lot of people think they are engaging in consultative selling but really all they are doing is trying to second guess what their prospect is thinking. In this blog I share with you a game that you can play to make your sales meetings more fun and increase your sales too!
I was at a networking breakfast yesterday having a conversation with a guy about questioning skills. He had been taught that open questions were good and closed questions were bad. As a consequence he was using open questions to try and close the sale. Understandably he was struggling to get a decision from prospects!
Members only content
One of the areas of sales that cause confusion, even amongst seasoned sales professionals, is the difference between open and closed questions. The answer is easier than you think!
It is not helped by the over-simplistic way in which sales questioning techniques are often taught. The emphasis is often placed on the question and what types of words fit the type of question. That’s questioning 101 and won’t get you very far in the world of consultative selling.
One of the areas of sales that cause confusion, even amongst seasoned sales professionals, is the difference between open and closed questions. The answer is easier than you think!
It is not helped by the over-simplistic way in which sales questioning techniques are often taught. The emphasis is often placed on the question and what types of words fit the type of question. That’s questioning 101 and won’t get you very far in the world of consultative selling...
