SALES MASTERY Questioning Skills.

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Presentation transcript:

SALES MASTERY Questioning Skills

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient Arrogant Non-Trusting Defensive Prove Dominance Controlling Limit Information Hostile Warm Subservient

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient Defensive Cautious Non-Decisive Non-Trusting Controlling Limit Information Hostile Warm Subservient

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient Inviting Non-Decisive Engaging Talkative Limit Information Want to be Liked Hostile Warm Subservient

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient Warm Open Collaborative Decision Maker Interested Hostile Warm Subservient

Authoritative / Hostile MOVEMENT STRATEGIES Authoritative / Hostile Compliment then Ask Leading Questions Connection Questions Show You Care Get Them to Dislike Current Situation

MOVEMENT STRATEGIES Subservient / Hostile Compliment then Ask Understand Personal Objectives Takeaways from Selling Show You Care Get Them to Dislike Current Situation

MOVEMENT STRATEGIES Subservient / Warm Agendas Closed Ended Leading Questions Rules of the Game

MOVEMENT STRATEGIES Authoritative / Warm Show You Care Give and Ask Open Ended Questions Be Collaborative

Authoritative / Hostile QUESTION TYPES Authoritative / Hostile Inform of Problems then Ask Current Position Questions are Less Effective Careful Impact Questions (Natural Conclusions) Value Questions

QUESTION TYPES Subservient / Hostile Inform of Problems then Ask Current Position Questions are Less Effective Careful Impact Questions (Natural Conclusions) Value Questions Personal Objective Questions

QUESTION TYPES Subservient / Warm Problem Questions Caution with Current Position Questions Impact Questions are Great Value Questions Challenging Change Questions

QUESTION TYPES Authoritative / Warm Problem Questions Current Position Questions Impact Questions Value Questions

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

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