Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales

Chapter 64. Advanced Questioning Techniques: Utilization of Questioning Techniques for Consultative Selling

LaVon Koerner

Revenue Storm

LISTENING MODES

Following are two general causes for poor questioning practices by sales professionals:

1. The sales professional is a poor listener.

2. The sales professional has a skill deficit in his or her ability to ask questions.

The first cause is often rooted in the natural quality of the person or in the quality of their listening ability. In regard to the former, good questions most often emanate from those who are naturally motivated to listen. They have both the curiosity and patience to listen at a level that others often do not. It's difficult to teach an individual to listen better if they don't care. The human quality of "caring" seeks to find out information. Without that quality, the individual often defaults to a more passive role in their information-gathering activities.

Revenue Storm has identified the following observable listening mode levels of a sales professional. Your "Listening Mode Level" will determine both the type and timing of your questions. It identifies your objective or reason for listening. Your mode of listening answers the question as to "why" you are listening at all. We've all met people who do not listen. They are intent only on being "heard" and do not intend to "hear." But for those realizing that good selling begins with good listening, here are the three Listening Mode levels:

• Listening Mode Level #1: Listen to ...