Creating COIN Probing Strategies for Sales Success

Jeffrey Gitomer says “If you can’t ask good questions, you will never be successful in sales!” Salespeople need not be just good talkers, but good communicators. This means their ability to ask good insightful, relevant questions to listen to the customer is crucial. Most companies train salespeople in product knowledge and basic selling skills but brush over their ability to ask questions/ probes in a structured way to fully understand customer problems, and needs that link to your solutions.