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Personified Promotion
Questions allow you to adopt your discussion and mode of expression to the characteristics of the man
you are talking to.
Questions can be used to establish commitment. Obviously, every salesman seeks to commit his
prospective customer to a favourable decision.
RULES FOR QUESTIONING
For a salesman to get full effects and advantages of questioning in a sales presentation, some basic rules
are applicable:
1) Relax the customer.
2) Develop a quick rapport with the customer.
3) Get the customer to trust you.
4) Observe the customer.TYPES OF QUESTIONING TECHNIQUE
There are two main types of questioning a salesman employs during sales presentation.
1) Direct questioning or probing using questions beginning with HOW, WHY, WHEN,
WHERE, WHAT, WHO. These questions will require a qualifying response and it is these
that clarify meaning and establish understanding.
2) Indirect questioning is useful where the level of rapport between the salesman and the
customer is very high.CUSTOMER PROFILE FOR USING DIRECT OR INDIRECT QUESTIONING
The following customer’s make up profile are indications for a salesman to know which type of question
to use during a sales presentation.
DIRECT QUESTIONING INDIRECT QUESTIONING
CUSTOMER’S PROFILE CUSTOMER’S PROFILE
- Unhelpful 1. Helpful
- Uncooperative. 2. Giving facts
- Low reacting 3. Volunteering information
- An Introvert 4. Extrovert.
- UnFriendly 5. Warm and friendly.
- Not volunteering facts 6. Support your course
- Not giving facts to the best of ability.