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SALES MASTERY Questioning Skills.

Published byMagnus Palmer Modified over 6 years ago

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Presentation on theme: "SALES MASTERY Questioning Skills."— Presentation transcript:

1 SALES MASTERY Questioning Skills

2 BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

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

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

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

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

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

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

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

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

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

12 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

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

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

15 BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

16 BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

17 BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

18 BEHAVIOR MATRIX Authoritative Hostile Warm Subservient

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