Kestio

Have you ever counted the number of closed and open-ended questions you usually use in your sales meetings? Do you know the difference this makes to your prospecting performance?

In this webinar, we will share with you one of the great secrets of Kestio: the art of commercial questioning.

 

Wrong question... Wrong answer

"Who questions leads". If you are not satisfied with your question, the answer is bound to be wrong. This is because the information you need in your questioning comes from the questions you ask. It all starts with your business questioning.

 

 

Define the objectives of your commercial questioning

The purpose of your sales questioning is not to define your customers' needs. As Steve Jobs said: "You can't ask customers what they want and then try to give it to them. By the time you have built it, they will want something else. If a prospect needs something, they buy it on their own!

The interest of your prospecting is rather to develop the implicit interests of your prospect: his motivations, frustrations, beliefs, obstacles, ambitions... These different elements will serve as key elements in your questioning.

 


Commercial questioning: the phases of a customer's thinking

During a sales discussion, the person you are talking to is thinking about making a purchase. This phase can be divided into 4 main stages around which your commercial questioning should be oriented:

 

 

1. Awareness

  • Oh, I have a problem!
  • Oh, I have a hankering!
  • Oh, I want to be like him!
  • Oh, I'm missing something!

2. Consideration

  • What solutions exist?
  • What level of priority ?
  • Who canhelp me?

3. Purchase

    • Which solutions do I choose?
    • With what criteria ?
    • How do I justify my choice?

4. Use

  • What performance ?
  • What supplements ?
  • What are the alternatives ?

 

The different types of questions to ask to develop your sales questioning

Factual issues

These questions are intended to deepen the content of your questioning.

 

Projective questions

  • How long have you had this problem?
  • Who in the company is affected by this issue?
  • What have you tried to do to solve this problem?

Existential questions

These broader questions seek to make the prospect dream, with wording such as "What if...?

 

 

 

Commercial questioning and prospecting

The art of questioning is a key element of success in prospecting. To be able to apply your commercial questioning in this context, we suggest you discover our Prospecting MasterKlass. Composed of 11 e-learning videos, this MasterKlass provides you with numerous techniques and best practices for making appointments. Click below to discover the Prospecting MasterKlass at a preferential rate of 49€ instead of 119€.

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