Seven Great Questions (Cont’d)

 

In yesterday’s post, we discussed setting the framework of a discovery and recommendation phase in your sales process and then asking your seven greatest questions.

 

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Today I will give you some of my favorite questions that I recommend.  Of course, these questions would need to be tweaked based on your industry.  And there is no magic in the number of questions.  Depending on the complexity of your product or service, you may need to ask more or less.  Regardless of the number, plan your questions so that they are effective in engaging your prospect and creating open dialogue in which you can understand their needs more completely.

 

QUESTIONS:

  1. Would you mind telling me just a bit about how you are currently handling {relevant issue}?
  2. How is that working out for you at this time?
  3. If you keep doing what you are doing now, how will that impact you over the next five years?
  4. As you look back in hindsight, what areas would you have handled differently?
  5. What changes do you see with your company or industry that might require a different solution?
  6. If you could change anything about your current solution that would make it provide more value to you, what would you change?
  7. Are there other solutions that you have considered, but for whatever reason chose not to move forward with them?

 

If you know and understand your value proposition completely, and then design great questions around the topic – you will be able to have your prospect lay out your sales strategy before you.

Then you simply make recommendations that you can provide in order to help your client solve their issues.

 

QUESTION:  What are the best and worst questions you have ever asked a prospect?

 

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