Questioning
Questioning falls under the __________ model in the Consultive Selling Framework?
Understand
Your voice should be __________ when speaking
confident
What step Steve tells us not to forget in the questioning strategy?
Objective
True or False: You should jump in to fill the silence so the prospect doesn't feel uncomfortable.
False
Is active listening automatic?
No, you must equip yourself to listen
True or False: Questioning is one of the 6 critical skill
True
Rapport is maintained through _______?
Tone
Current Situation
True or False: Sensitive questions should be asked bluntly
False
What are the 3 E's of Listening
Equip yourself to listen,Engage yourself in listening, Exhibit that you are listening
What are the 4 P's of Questioning?
Prefacing, Pursuing, Pacing and Phrasing
You should always have a __________ strategy when meeting with a prospect?
questioning
"What other solutions are you considering?" is asked during what step?
Decision Making
True or False: You get more information from a prospect when you jump around with no direction
False
Planning your lunch order is what kind of distraction?
Internal
What percent of your time should you spend asking questions?
70%
What do we use here at Brightview to help guide us during the questioning strategy
"What makes you so committed to this?" is asked to learn more about prospects what?
Personal Needs
What prevents prospects from reflecting and responding?
Jumping in to fill the silence
A ringing cellphone is an example of what kind of distraction?
Environmental distraction
Humans have 3 fundamental needs.. are they?
Autonomy, competence and relatedness
What type of words should you begin with to gain more information and insight?
why, what, when, where and how
Satisfaction
Opportunities to gain more information are lost when you ask these type of questions
Close-ended questions
What are the top 3 reported listening barriers?
Environmental Distractions, Personal/internal distractions, rebuttal tendancy