Скачать или смотреть Fearless Selling Tips #5 - Probing

Welcome to our series of selling tips based on our Sales Pro Professional Selling System (PSS). We hope you enjoy this informative overview! Jim Ullery is a certified Professional Selling Skills PSS trainer. Contact us at 239-599-8408 or [email protected]

Video Script:

Welcome back to Sales Pro Fearless Selling! My

name is Jim Ullery, I am the president of the

Center for Organizational Energy the producers

and providers of Sales Pro Professional Selling

System � PSS. I have been an instructor for the

PSS program for over 25 years. The selling

process taught in Sales Pro Professional Selling

System uses the best practices and research

findings to define a sales process. If you have

missed any episodes of Sales Pro Fearless

Selling you can follow our link to the library

of tips we produce on a regular basis.

The last time we met I covered Opening the sales

call, so today I want to introduce you to the

heart of the sales call where we Probe to learn

from the customer.

When you probe, your purpose is to gather

information and uncover customer needs. When

you use effective probing techniques, you are

directing the sales interaction towards a

successful close.

As you probe you are learning background and

circumstances that the prospect has going on in

their current situation. These probes will give

you an understanding of overlying or broad needs

of the prospect. The next level of Probing

examines the specifics of the probing. Then

finally we are looking to determine the need

behind the need. These are usually related to:

� Finance
� Image
� Profit
� Production
� Performance
� Safety
� Health

There are several kinds of probes that are used.

These include Open Probes that encourage the

customer to respond freely and to share a lot of

information. Open Probes tend to be the

newspaper questions.

�I keep six honest serving men (they taught me

all I knew); their names are What and Why and

When And How And Where and Who.�
? Rudyard Kipling

Open probes encourage a customer to respond

freely.

Closed probes, on the other hand, limit the

range of a customer's response to a yes or a no

answer, or to a choice among alternatives that

you supply or a single often quantifiable

amount. Although a customer may elaborate when

answering a closed probe, its purpose is to

force the customer to choose from alternatives

or to say yes or no.

In our full program there are many other

advanced and exciting probes that are variations

of both open and closed probes that lead your

client to understand things about their business

that they may never have considered. Since this

happens while you are present the opportunity to

assist the client is advanced.

This is Jim Ullery the writer and instructor of

Sales Pro � PSS. Check us out at

ProfessionalSellingSystem.com. I look forward

to seeing you in the next episode of Sales Pro

Fearless Selling.

With over 25 years of experience, Jim and Joanne Ullery and Center for Organizational Energy are a leading sales, management and leadership provider. We offer a fully customized curriculum of sales strategy, selling skills, consulting, customer service, management and leadership programs that support our clients' objectives and drive sales results.

We provide both customized in-house sales training and public session sales programs, as well as negotiation, prospecting, customer service, team building, leadership and management training.