An introduction to questioning technique and listening
Step 1: Observe the video. Why has Steve got a headache?
Step 2: Get the basics right
Step 3: Read about the three ways of listening
Step 4: Review how to ensure you listen effectively
- What is selling?
- The 8 criteria for an effective sales visit
- What people buy
- The needs & wants 'iceberg' model
- How to improve your questioning and listening
- Funnel technique (developing customer needs and wants)
- Creating a strong first impression
- How to present your solution
- How to handle objections
- Handling price pressure
- How to gain customer commitment