Key Questions: Part 1

Million Dollar Questions When used intelligently, questions can help a distributor salesperson succeed in any selling situation.Your actions in the selling situation (what you say and do) are driven by your attitudes (how you think about your work). For this reason, I dislike the term "sales presentation." A presentation is a one-way process, a monologue during which you "present" your products and services to the customer. If you consider your primary task to be that of making presentations, you become predisposed to monopolizing... More

Key Questions: Part 2

Do You Want to be a Millionaire? Used intelligently, questions can help put you on the road to millions.Part two of this four-part series shows you how to use the rhetorical, overhead and leading question techniques.Asking the right questions can help put you on the path to becoming a millionaire. You can make questions work for you in selling by turning your one-way presentation into a more effective sales dialogue with the customer. Part one, which appeared in the October issue, examined the most common form of question, the... More

Key Questions: Part 3

Trick Questions Part three of this four-part series examines the echo question, the overstated question and the controversial question.Some seldom-used question styles can help a salesperson change the customer’s way of looking at a situation.So far in this series, I have examined four common types of questions and their uses during the selling situation - direct, rhetorical, overhead and leading questions. Now let’s discuss some less common - but equally powerful - ways to use questions to achieve your goals.The... More