SALES MASTERY
Questioning Skills
BEHAVIOR MATRIX
Authoritative
Hostile
Warm
Subservient
BEHAVIOR MATRIX
Authoritative
Arrogant
Non-Trusting
Defensive
Prove Dominance
Controlling
Limit Information
Hostile
Warm
Subservient
BEHAVIOR MATRIX
Authoritative
Hostile
Warm
Defensive
Cautious
Non-Decisive
Non-Trusting
Controlling
Limit Information
Subservient
BEHAVIOR MATRIX
Authoritative
Hostile
Warm
Inviting
Non-Decisive
Engaging
Talkative
Limit Information
Want to be Liked
Subservient
BEHAVIOR MATRIX
Authoritative
Warm
Open
Collaborative
Decision Maker
Interested
Hostile
Warm
Subservient
MOVEMENT STRATEGIES
• Authoritative / Hostile
• Compliment then Ask
• Leading Questions
• Connection Questions
• Show You Care
• Get Them to Dislike Current Situation
MOVEMENT STRATEGIES
• Subservient / Hostile
• Compliment then Ask
• Understand Personal Objectives
• Takeaways from Selling
• Show You Care
• Get Them to Dislike Current Situation
MOVEMENT STRATEGIES
• Subservient / Warm
• Agendas
• Closed Ended
• Leading Questions
• Rules of the Game
MOVEMENT STRATEGIES
• Authoritative / Warm
• Show You Care
• Give and Ask
• Open Ended Questions
• Be Collaborative
QUESTION TYPES
• Authoritative / Hostile
• Inform of Problems then Ask
• Current Position Questions are
Less Effective
• Careful Impact Questions
(Natural Conclusions)
• Value Questions
QUESTION TYPES
• Subservient / Hostile
• Inform of Problems then Ask
• Current Position Questions are
Less Effective
• Careful Impact Questions
(Natural Conclusions)
• Value Questions
• Personal Objective Questions
QUESTION TYPES
• Subservient / Warm
• Problem Questions
• Caution with Current Position Questions
• Impact Questions are Great
• Value Questions
• Challenging Change Questions
QUESTION TYPES
• Authoritative / Warm
• Problem Questions
• Current Position Questions
• Impact Questions
• Value Questions
BEHAVIOR MATRIX
Authoritative
Hostile
Warm
Subservient
BEHAVIOR MATRIX
Authoritative
Hostile
Warm
Subservient
BEHAVIOR MATRIX
Authoritative
Hostile
Warm
Subservient
BEHAVIOR MATRIX
Authoritative
Hostile
Warm
Subservient