From the course: Inside Sales
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Negative and positive questioning
From the course: Inside Sales
Negative and positive questioning
- Asking questions, even the best questions formulated incorrectly is the quickest road to losing your prospects. Today's prospects have lost patience with vendor questions. They're tired of the same questions and annoyed with outdated sales techniques. Too often unskilled or poorly trained reps either don't ask enough questions, waste time asking meaningless questions of the wrong person, or put the prospects in a headlock with a barrage of questions that sound like an interrogation. The manner in which you formulate your questions will have a direct impact on whether your prospects want to engage with you or not. Let's look at three questioning strategies that hinder you, and three strategies that will move your sale forward. The following negative style questions distance your prospects. I refer to these as negative because you just won't get more from your calls. These include closed-ended questions. "Is this," "Do…
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