SELLING SKILLS Welcome to… Selling Skills: A Needs-Based Selling Process

Selling Skills: Uncovering Needs Open-ended questions are most effective in identifying large quantities of information in a single question. Examples of open-ended questions begin with “What…” “When…” “How…” “Where…”

Selling Skills: Objections Types of Objections Misunderstanding Usually caused by too little or too much information Doubt The customer doesn’t believe in the product, service, company, or sales person Drawback A fact or belief that another option is more valuable than the solution being offered