Find all our webinars 👉 https://bit.ly/webinars-kestio Sales questioning is an art in itself, because the quality of open or closed questions has major consequences on the performance of your prospecting. But do you know the main principles of questioning during your interviews with your customers? Thanks to this Webinar, Kestio gives you the secrets to ask the right questions for sure during your sales discussions. Wrong question… Wrong answer The adage "Who questions leads" takes on its full meaning during your discussions with your customers and prospects. Indeed, if the question you ask does not fully satisfy you and is not the most relevant possible, the answer you will obtain cannot be better. To obtain the answer and the information you want, everything happens in sales questioning. By asking the right questions, you will have the right answers. Defining the objectives of your sales questioning Steve Jobs understood this well when he 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." During your sales questioning, there's no point in defining the customer's needs because they buy what they need on their own. So, prefer to develop the prospect's implicit interests by studying: Their motivations - Their frustrations Their beliefs - Their obstacles - Their ambitions All of these key points will be essential during your questioning. Sales questioning: the phases of a customer's reflection During a sales exchange, and during a sales phase, the customer goes through different stages of reflection. These stages can be divided into 4, and your sales questioning must be oriented around these main phases: 1. Awareness During this phase, the customer becomes aware that they have a problem, a desire or a lack and begins to "wake up": Oh, I have a problem! Oh, I have a desire! Oh, I want like him! - Oh, I have a lack! 2. Consideration During this phase, the customer begins to find out about the solutions that exist: What solutions exist? What level of priority? - Who can help me? 3. Purchase At this point, the customer will be in the choice phase, he will compare the offers, and the criteria: - Which solutions to choose? With what criteria? - How to justify my choice? 4. Use Finally, the last phase is that of the assessment where the customer studies the acquired performances but also the possible alternatives: - What performance? - What complements? What alternatives? The different types of questions to ask to develop your commercial questioning Factual questions These questions aim to delve into the content of your questioning and to seek information. Always ask these questions in a dynamic way, for example: what was your turnover during the last 3 years? The notion of time is important to integrate into these questions. Projective Questions These projective questions include opinion questions, such as: What is your opinion on…? - What is your perception of…? - What do you think of…? We also include everything related to change and action, such as: - How long have you had this problem? - Who is impacted in the company by this subject? - What have you tried to do to solve this problem? Existential Questions These questions aim to make the prospect dream, to lead them to see what would be possible without any barriers. In these formulations, we use conditional verbs, but also “What if…”. Commercial questioning and prospecting For successful prospecting, it is important to master the art of questioning. If you want to apply all the keys provided in this Webinar, discover our Prospecting MasterKlass. In this MasterKlass, you will find 11 e-learning videos that provide you with numerous techniques and best practices for making appointments. Take advantage of our preferential offer of €49 instead of €119 and click to discover the MasterKlass Prospection: https://www.kestio.com/masterklass-pr... Kestio – Let's unleash the commercial potential. Discover our sales support platform and sustainably improve your company's sales and marketing performance. Unlimited access to resources and tools and chat with our experts LIVE to help your company, your salespeople, your Marketing and CRM managers perform better. Strategy, Marketing, Digital, Prospecting, Sales, CRM and Customer Relations.