This module is focused on developing effective questioning skills as a fundamental aspect of successful selling.

Key Points:

Two Types of Questions:

• Open Questions: Used to uncover information and discover what's important to clients
  • Start with: What, When, Where, How, Who
  • Example: "What are you hoping to achieve with your business this year?"
  • Allow time for clients to think and respond
• Closed Questions: Used to narrow down options, confirm understanding, and get decisions
  • Example: "Shall we plan for installation next Monday or Tuesday?"

Important Guidelines:

• Be cautious with "Why" questions - They can come across as aggressive and cause defensive reactions, though they can be used strategically to provoke thought

• Listen actively - Use your "two ears" to truly hear what clients are saying, not just to plan your next question

• Plan your questions in advance - Great open questions are typically prepared beforehand, not asked spontaneously

• Focus on the client - Open questions should be about them and their needs, while closed questions are more about what you need to confirm

The Funnel Approach:
Start broad with open questions to gather information, then narrow down with closed questions to confirm understanding and move toward decisions.

Action Item:
The speaker recommends crafting 4-5 great open questions starting with what, when, where, how, or who to use in your next sales meeting.