Are your Telesales Representatives using out-of-date questions?

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An updated approach to sales questions provides updated sales results

Check in with your Telesales team, make sure they have eliminated ‘old style’ sales questions from their sales conversations with prospects as well as customers.

In his article Sales Training: The Power of Questions, Kelley Robertson points out that the old style line of questioning many sales representatives are trained to use do not advance the sales conversation and often work against the sales representative.  Can’t you see the prospect rolling his/her eyes when asked the question ‘If I could save you money, would you be interested...?’

His advice?

1. Determine your key objective.
2. Consider the person you will be speaking with.
3. Use “what” questions.

Managing the sales calls with well tuned questioning techniques and open ended questions, will result in a deeper knowledge of your company’s customers and prospects.  And a deeper knowledge will enable your Telesales people to present solutions that appeal to the customer’s needs.