Have you ever counted the number of closed and open questions generally used during your sales meetings? Do you know the difference it makes to your prospecting performance?
In this Webinar, we propose to reveal to you one of KESTIO's great secrets: the art of commercial questioning.
Wrong question... Wrong answer
“The one who questions, leads“. If you are not satisfied with your question, the answer will inevitably be poor. Indeed, the information you need during your questioning comes from the questions you ask. Everything starts with your sales questioning.
Define the objectives of your sales 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've built it, they'll want something else." If a prospect needs something, they buy it themselves!
The focus of your prospecting should rather be on developing the implicit interests of your prospect: their motivations, frustrations, beliefs, obstacles, ambitions, etc. These different elements will serve as key points during your questioning.
Sales questioning: a client's phases of reflection
During a commercial exchange, your contact is in a phase of reflection for a purchase. This phase can be divided into 4 main stages around which your commercial questioning should be oriented:
1. Awareness
- Oh, look, I have a problem!
- Oh, look, I have a desire!
- Oh, look, I want to be like him!
- Oh, look, I have a need!
2. Consideration
- What solutions exist?
- What level of priority?
- Who can help?
3. Purchase
- What solutions do I choose?
- Based on what criteria?
- How do I justify my choice?
4. Usage
- What performance?
- What additions?
- What alternatives?
Different types of KESTIO questions to ask to develop your sales questioning
Factual KESTIOs
These questions aim to delve deeper into the content of your inquiry.
Projective KESTIOs
- How long have you been experiencing this issue?
- Who in the company is impacted by this issue?
- What have you tried to do to solve this problem?
Existential KESTIOs
These broader questions aim to inspire the prospect, using phrases such as "What if...?"
Sales questioning and prospecting
The art of questioning is a key element of success in prospecting. To be able to apply your sales questioning in such a context, we invite you to discover our Prospecting MasterKlass. Composed of 11 e-learning videos, this MasterKlass delivers numerous techniques and best practices for appointment setting. Click below to discover the Prospecting MasterKlass at a preferential rate of €49 instead of €119.