SALES QUESTIONS

AGENDA

PROBING SALES QUESTIONS

1. Why Probing Questions 2. Examples of Probing Questions 3. Type of Opportunities

Individual Creative Consumer Business or School Creative Business NON-Creative

4. CRM Process

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WHY ASK PROBING SALES QUESTIONS

Asking questions and listening to the buyer's needs are two fundamental and critical selling skills.

Both aspects are important. When probing, keep in mind that the purpose is to uncover as much information about the needs of the Customer as possible. You gathering information so we can present the best solution that addresses the complete problem. Many of us do not ask probing questions at all. Be sure to identify an all-inclusive solution that meets all of your Customer's needs.

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EXAMPLES OF PROBING QUESTIONS

Tell me a little more about yourself and your business." This simple question may reveal a lot of fact finding information and allows the sales lead to pull you closer to him or her.

Before you think about how to ask probing questions in sales, remember always to ask permission first such as "May I ask you a question?"

How did you hear about us? Always keep close tabs on where their leads are coming from. Enough said.

What prompted you to contact us? This will provide you with the Dominant Buying Motive ? the primary reason for the action taken in contacting you. Let them talk ? and take notes.

What else can you tell me about what you are looking for? This is often the most important question of the initial interview; this additional "dig" for more information can provide crucial details. In most cases, it will provide you with secondary data about the desired outcomes of the account ? details that your competitors will usually miss.

What other options are you considering? - This is a subtle and non-threatening way of asking "who is my competition?" Granted, they may refuse to share this with you ? but that rarely happens. Worst case, they will not mind your asking.

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ASK PROSPECTS QUESTIONS ? UNCOVER OPPORTUNITY

What we are trying to UNCOVER

? Individual Creative Consumer ? Business or School Creative ? Business NON-Creative ? Signature & Document Capture

ASK PROBING

QUESTIONS

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ASK PROSPECTS QUESTIONS ? UNCOVER OPPORTUNITY

When a caller contacts Wacom, the goal is to try to understand if their need is for personal use only or it is related to their work.

First probing questions to ask? ? May I ask you a few questions so we can ensure we get you into the right product? ? Tell me a little more about yourself and/or your business? ? Will you be using this device for home or office use? If office use is this related to the needs of a larger team of potential Wacom users?

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