Questioning for Results

Inferring Personal Wins

Are you stuck trying to figure out what your customers' personal Wins might be? One effective way is by inferring them based on Results and by what you know about their attitudes and lifestyles.

The Questioning Process: Identifying Missing Information

A good questioning process enables you to maximize your understanding of the customer's situation as he or she perceives it. It allows you to build a fluid communication process between you and your customers, creating a mutually, win-win situation.

The SPIN Question Sequence

Situation, problem, implication, and need-payoff questions are precisely defined to enable sales personnel to move a conversation in the right direction.

Asking Attitude Questions

Ask the right questions to determine a customer's emotional needs in a sales situation.

The Sales Call: Getting Information

Contrary to popular opinion, the great salesperson is very seldom the person with the fastest mouth in the West. In the vast majority of cases, selling success begins with the ability to ask good questions and then listen -- really listen -- to the answers.

A Question to Ask Yourself

This article shows why you can't even begin to sell until you ask yourself "What am I really selling?"

The Question Edge in Sales Interviews

Confirmation, New Information, Attitude, and Commitment questions are defined along with concrete guidelines to check them for effectiveness in your interviewing process.

You Have to Draw the Line Somewhere

Success comes in all sizes and shapes. The Minimum Acceptable Action will help you determine how successful your last call was.

Don't Assume Your Way Out of a Sale: Ask New Information Questions

Asking New Information Questions forces you to listen and accept the reality of your current information.

Developing Questions: Three Guidelines

Here are three simple guidelines you can use to make sure you're getting the right information from each sales call.

Question Shock: Are You Giving it to Your Customers?

Asking too many questions too quickly can send your customer into Question Shock. Here's how you can avoid overloading your client.

What To Do When Everything You Thought You Knew is Wrong

Make sure your data is accurate and up to date by asking Confirmation Questions.