"The Art of B2B Questioning" is a teaching book, filled with innovative ideas, insights,
and practical applications. All designed to help you achieve unprecedented results.
Consider this insight... In interviews with Buyers, it was revealed that decision-makers have a predisposition towards Sellers, believing that Sellers do not have a true understanding of their business. When questioned why they believe Sellers don't understand their business, Buyers overwhelmingly responded with...
"I can tell by the questions they ask me, and not only that, but they all sound the same".
To paraphrase an old Chinese proverb, "give a person a fish, feed them for a day", "teach a person how to fish, feeds them for a lifetime" is restated for Salespeople as, "give a seller a question from the company playbook, gets them through a meeting", "teach a Seller how to create purposeful, intentful and thought-provoking questions, helps them catch "the big fish" and sustains them through a phenomenal sales career".
"You Have To Know, Before You Can Do" BKnight 2017
Innovation is critical to every business. Companies are either creating it or acquiring it. One would think, with all the financial investment in technical innovation, that sellers would be experiencing higher close rates. Recent research has concluded, that across various industries over the last 30 years, close ratios have not changed or moved much beyond the range of 17- 29 %. (source: HubSpot) This suggests, that approximately 3 out of 10 opportunities turn into revenue. When did it become acceptable to lose that many opprtunities, year after year, after year ?
The curious among us might ask, "Why is that?"
Today's question should be, "Where's the innovation for connecting between real people,
the innovation for more effective verbal communication between buyer & seller?"
Ask yourself a couple more questions:
What's truly the root cause of Deal Slippage & Inaccurate Forecasts?
What's the primary cause for the lack of understanding of a Buyers BATNA? (Best Alternative To Negotiated Agreement)
Why do sellers, truly not know, if they are actually winning or losing, until they have either won or lost?
"Curiosity followed by great questioning is a sure sign of intelligence" BKnight 2017
This unique book teaches advanced questioning by combining learning with the visual stimulation from artists around the world, both the famous & the yet to be discovered.
Going Beyond The "Can you tell me " Questions
From The Visual To The Cerebral
In Selling... The Great Aim of Learning is not just knowledge but
The Significant Role That Questions Play In Selling & Life
Most Everything That Exists Was An Answer To A Question
Human Nature Is More Drawn By Questions Than Statements
The Mona Lisa of Sales Skills, Higher Order Questioning
Differentiating Yourself By The Questions You Ask
Asking Purposeful - Intentful - Thought-Provoking Questions
Getting 2 For 1 With Two-Sided Questions
Illuminating Both Buyer & Seller
Requiring Anticipation - Intent - Strong Word Selection
Going Broad & Deep With Funneling Questions
Specialized Approach To Guiding Conversations
Questioning Broad To Narrow & Narrow To Broad
Brainstorming In The Questioning Tree
Strategic Approach To Brainstorming Fresh Questions
The Process Improves The Quality
Becoming More Persuasive
Be Humbly Aware This Isn't Easy
Building Trust & Credibility Via Ethos - Pathos - Logos
The Two Faces of Lower Order Questions
The Bane Of Existence For Many Sellers
The Strategic Use Of Closed-ended Questions
Socratic Questions For The 21st Century
Minimize Assumptions For Both Buyer & Seller
Utilizing Analytical & Comparative Questioning
Stifling Competitors Via Isolation Questions
Securing High-Value Information
Maximizing Your Unique Attributes & Benefits
Creating The Eureka Moment With Futurist Questions
Take Buyers Outside Of Their Own Paradigm
Asking Questions That Excite & Or Disrupt Thinking
How To Structure & Frame Great Questions
Focusing On The Outcome
Questioning With Intent - Purpose - Perspective
I’m Asking Great Questions, Now What…Listen!
Why We're Poor Listeners
Distinction Between Hearing & Listening
Bonus Chapter: Famous Paintings That Were Influenced By Questions
"Like a rising tide lifts all boats, so to, Advanced Questioning elevates every aspect of selling" BKnight 2018
This Book Provides the process, structure, and critical words required to construct; thought-provoking questions, questions that show empathy, questions that foreshadow an understanding of the buyers' business, questions that extend the thought process, questions that create new thoughts, questions that stir the imagination, questions that require prioritization & critical analysis, questions that suggest the Buyer is speaking with a relevant salesperson, questions that show genuineness & authenticity, questions that address situational & consequential scenarios, questions that let a Buyer know this is different than the last 4 conversations they had, questions that create Eureka moments and questions that get you remembered.