Chapter 14
Power Questions
CHAPTER OVERVIEW
Using Power Questions to Advance the Sale Toward the Close
Reasons for Questions
Rules for Questions
1. Evoke Emotion
2. Lead with Softening Statements
3. Dig Deeper
4. Identify the Types and Times for Questions
5. Select Five Power Questions
Categories of Questions
1. Qualifying
2. Discovery
3. Objections
4. Vision
5. Commitment
Exercise 14.1. Collecting Questions
Questions define sales pros. Good ones ask good questions. Great ones ask great questions. In this rich chapter you’ll find dozens of questions to use as you navigate your way through the steps of the sale. We’ve broken down the topic into three areas. But the most unique element in this chapter is the focus on my favorite secret in questioning—the ...
