Here's how you can extract valuable customer information in sales through active questioning.

You will never lose a deal by asking too many questions, but you can lose a deal by not asking enough. Being genuinely curious and asking open-ended questions will uncover hidden pain points and help better tailor your solution to meet your buyer's needs.

Utilize the TED question framework (Tell, Explain, Describe) to enhance your open-ended querying technique: Tell: Encourage customers to narrate their experiences or situations. Explain: Ask them to explain processes or decisions in their own words. Describe: Invite them to describe their goals, pain points, and needs. This approach shifts the questioning from feeling like an interrogation to more of a conversational exploration. It allows you to delve deeper into the customer’s context, fostering a richer understanding of their circumstances. By fostering this type of dialogue, you demonstrate your interest in their specific situation, which can help build trust and gather valuable insights.

Por favor... Alguém já ouviu um médico parafrasear um paciente??? Demonstre interesse ESCREVENDO pontos importantes das declara??es. N?o precisamos utilizar técnicas n?o verbais de espelhamento!!! Devemos apenas PRESTAR GENUíNA ATEN??O. Pense na consulta médica de um especialista renomado! N?o tente entender emo??es e motiva??es... Inclua em suas perguntas: O que "realmente importa"... ? Como "se sente' em rela??o a...? Por que "é fundamental" para você...? Após a consulta, cite os pontos importantes e pergunte se está correto em sua análise... Isso sim é mostrar habilidades de escuta!

Enhance your listening skills during customer interactions by: -Restate: After hearing the customer's points, rephrase their statements to confirm understanding. -Qualify: Ask further questions to dive deeper into specific details or clarify their needs. -Relate: Share a brief anecdote or example from other customers or your own experiences that relates to their situation. These steps demonstrate active listening and establish your credibility. By actively engaging in this way, you not only gather essential insights but also strengthen your relationship with the customer, showing genuine interest and commitment to meeting their needs.

I have learnt the goldmine of sales on this from my friend Paul Cherry. He wrote a book called 'Questions That Sell' and transformed my sales career. One lesson I can share is on 'Jargon'. You know, you enter coporate meeting and a fancy looking HR tells you 'we have had deep dives internally and our combined mission & strategy is to transform how selling is done, and thus we are looking for sales trainings'. Now, a rookie trainer gets excited and starts to proof how amazing he/she is. End result: Price wars, competition, and sometimes, pure outright ignorance (been there done that). Then, I learnt about the 'lock on' behind the jargon from Paul. Eg: Ask, when you say,'to transform', can you elaborate? That's strategic probing :)

Discordo da ideia de que a sondagem estratégica sempre conduzirá à compreens?o completa da situa??o do cliente. A eficácia da sondagem depende de diversos fatores: disposi??o do cliente em compartilhar informa??es, habilidade do questionador em formular quest?es relevantes e o contexto da intera??o. A no??o de descobrir problemas subjacentes que o cliente n?o revelou inicialmente é ainda mais controversa. Os clientes podem n?o ter consciência de certos problemas ou n?o se sentir confortáveis para compartilhá-los, apesar do tempo dado para refletirem. N?o tenha receio em ser específico suas perguntas racionais e profundo em suas perguntas emocionais.

Strategic probing results from thorough preparation and practice. By engaging in numerous conversations, you learn to craft questions that steer discussions towards uncovering crucial information. Preparation involves researching the customer's background and recalling similar past interactions. This knowledge allows you to ask pointed questions that dig deeper into the customer's needs and challenges. The key is to remember experiences from both successful and unsuccessful negotiations to refine your probing techniques continually. This strategic approach helps you gather essential insights while respecting the customer's comfort level in sharing information.

One vital clue is when a customer becomes visibly excited during a discussion—nodding enthusiastically or eagerly interrupting to add their thoughts. This level of engagement indicates that the topic resonates deeply with them. When you notice such a reaction, focus your conversation on that subject. This not only shows that you are attentive and responsive to their cues but also helps you to delve deeper into aspects of your product or service that genuinely interest them. Capitalizing on these moments can strengthen your connection with the customer and enhance the relevance of your discussions.

Seja atento ao que importa, perguntando o que importa. Nenhuma racionalidade técnica é capaz de medir sentimentos. Pistas, sondagem??? Isso era ensinado no século passado. Clareza, humanidade, honestidade, retid?o, objetividade...

Perfeito. Exatamente isso e por esse motivo, ESCREVER durante a consulta é importante! N?o espelhar, n?o parafrasear, n?o sondar... Escrever, ler, perguntar se está correto, o que poderia ser adicionado, etc...

Build Psychological Safety for Open Communication Customers are more likely to share valuable information when they feel comfortable and safe from judgment. Cultivate a trusting and supportive environment throughout the conversation. Use empathetic language and active listening to demonstrate genuine interest in their needs and challenges. Avoid interrupting or pressuring them for quick answers.

Never leave a meeting with a buyer without first setting clear next steps. A great way to ensure this happens is by starting every meeting with an agenda and what you want the buyer to get out of the meeting. Beginning this way sets clear expectations for the meeting and keeps you and your buyer on track.