1. Mastering Questioning Techniques
Peter Rosenwald
Director
Chartered Developments

2. What Can Questions do? Close deals Get you out of trouble
Can you see any reason why we shouldn’t do this?
Get you out of trouble
You must have had a terribly bad experience to bite my head off like that what happened?
Lead people in the right direction
Who likes chocolates?

3. Who Likes Chocolates?

4. I Want People Engaged with the Conversation
Rather Than
Turn
Into

5. A Typical Meeting with a Prospect
First impression
Meet Again
Winding up
Being nice
Preparation
Kick it off
Explain the practice
Gain agreement
For next action
Questioning
in detail.
Get them talking on the right subject.
Ball park
solutions
& fees
Recap

6. 7 Questions to Ask Yourself
What is the need / problem
Why is the problem a problem
What outcomes/results do they want
Which are the highest priority
What solutions can we offer
What result will each solution produce
Which solution is best

7. Questioning Funnels People start talking Catalyst questions
Other open questions
& chatting about their situation or business
Probing questions
Get nosey, ‘what happened & why’
Problems appear
Detail & needs priorities
Create a want question ‘do you want to do something about this?’
Wants or desired outcomes

8. Architect of Needs Service Name of the Service Advantage
All the benefits that anyone in any situation could gain from the service
Situation
What situation someone would need to be in for the advantage to be of value
Question
A question, or a list of questions to uncover whether any of the situations exists

9. Architect of Needs Service Advantage Situation Question EMI
Focus on profit
Greater profit
> Business value Loyalty
Less turnover of staff
Lower recruitment
Retains clients
Less training
Retains / secrets
Situation
Managers don’t focus on profit
Wants to sell
Falling profits
High recruitment costs
Clients left in the past or here is a fear
Wants to beat competition
etc
Question
“I was hoping you could tell me about those key staff members who you think can have the greatest effect on profit and maybe explain their responsibilities?

11. Waltons the Motor Dealers
I was hoping you could tell me about those key staff members who you think can have the greatest influence on profit, and maybe explain their responsibilities?
How will their jobs be influenced when you open the new site?
How do they feel about this?
Can I bring you back to something you said about Godfrey which was to get him to think more about profit, can you explain that?

12. Waltons the Motor Dealers
So he doesn’t focus on profit?
But you’d like him to?
On another thought what would be the effect of either of these two leaving and possibly going to a competitor?
So, finding a way of binding them into Waltons and focussing on profit is something you would like to investigate?
And if anything could be done, you would want to do so before you open the new site?

13. Building Catalyst Questions
(FLAG)
I was hoping you could tell me
(Two questions in one)
about those key staff members who you think can have the greatest influence on profit and maybe explain their responsibilities?”

14. Open
How
What
Why
And some people suggest which, I think it’s a bit weak

15. Catalyst Question Flags I was hoping you could tell me…
Could you please explain…
Do you mind just giving me an idea…
I’d be interested to know…

16. A Fabulous Catalyst Question
Out of interest I was hoping you could tell me what changes you’ve recently seen in the industry and how they are affecting your business?

17. Conclusion
Funnels
Architect of Needs
Catalyst Questions

18. Chartered Developments
Pete is responsible for Chartered Developments sales & marketing strategy, in addition, he applies those skills in sales management. Pete began his career selling office equipment in the 80’s before working in the City. He then started an accountancy firm in the early 90’s before founding Chartered Developments in 1997.
Chartered Developments’ Services
Lead Generation
Data
Win/Loss Surveys
Campaigns
Marketing CRM
LinkedIn Consultancy
Please feel free to connect with me on LinkedIn Or