Describe the findings of the two major research projects on the strategic use of questions in sellin

First, according to research conducted during the strategic selling era on more than 35,000 salespeople by Neil Rackham, mastering the use of questions can increase one’s success in sales by 17 percent. Rackhman found the investigative or need discovery stage of the sales process to be the most impact on the buyer’s decision to purchase a product. Second, a study conducted by Xerox Learning Systems was used to develop the original Xerox Personal Selling Skills training program. Results showed that the characteristics of a successful sales call include: (1) a duration of 30 minutes, (2) 13.6 questions asked, (3) 7.7 product features discussed, and (4) approximately six product benefits offered. The customer generally asks approximately eight questions, emphasizing the need for intricate market knowledge on the part of the salesperson. This 18-month study emphasizes the necessity of a sales call being a model of two-way communication.