Question 2 from Darren Stevenson Voyageur Oil and Gas Corp.

Sponsored Entry - Voyageur Oil and Gas Corporation - Darren Stevenson CEO

Question: Dear Shane “You get more from the questions you ask than the stories you tell” do you agree or disagree with this statement?

Answer: Dear Darren,

I absolutely agree with this statement.  My favorite stat that I like to share with audiences is that great sales people and great leaders listen 70% of the time and ask intellient questions and make powerful statements the other 30% of the time.  One of my other favorites is a quote from Zig Ziglar and this is what he said “I have never heard someone listen their way out of deal… but I’ve heard lots of people talk their way out of a deal.”

Having a solid strategy for questioning clients or what we at KBI like to call “Needs Analysis Selling” is  vital especially in closing large, or complex sales transactions.  As a leader in a negotiation this process also becomes vital in helping the leader build bridges and connect with those that they are networking with.  By asking intelligent questions we display our insight, show the other person we are genuinely interested in them and help people look at themselves and their business in a different context (usually involving our company and solutions).  If we ask great questions and use the conversation to build strong rapport and trust often the deal will close itself.

This is blogathon entry number 27 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

July 26, 2008 · Filed Under Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Training, Uncategorized |

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