Here are ten sales questions that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close.

1. Why are you looking to make a change?
If you are talking to a prospect that is interested in purchasing your products and services, it is valuable to find out why they are looking to make a change. You can likely  tell them exactly why they should make a change, but getting them to tell you why in their own words can reveal some valuable information.

And if they are not able to answer you or do not have a good answer, you might find out that you are not talking to a qualified prospect.

2. What happens if you do not do anything?
You may have great discussions going on with a prospect – you have a really great product and the prospect is very excited about it and appears very interested. But what happens if the prospect does not buy from this product from you?

The key thing with this is that if there is not a big impact if the prospect does nothing, there could be some doubt as to whether the deal is real and if the prospect will pull the trigger.

You are asking sales questions to identify prospects where there is a noticeable impact if they do not purchase. This help will help create the justification to make the commitment when it is time to purchase.

3. What other options are you considering?
It can be common for sales people to assume that they are the only option that the prospect is considering. Or sales people can often either forget to ask sales questions to find out who the competition is or feel like it is not appropriate to ask.

But the best practice is to always assume that the prospect is talking to other vendors. And with that, a very direct question of “Who else are you all looking at?” is very important and appropriate to ask and the answer will provide very valuable information.

4. How do you feel about your other options?
When you find out what other options the prospect is considering, you can follow that up by asking sales questions to find out how they feel about those potential directions. They may be looking at your direct competitor. Find out what they think about them.

And if they are not looking at anyone else, the other option is to do nothing and your competition is the status quo. This is a good time to see how they feel about the option of doing nothing.

5. How long have you been looking at them?
If the prospect is talking with other vendors, it is important to find out how long they have been talking with them. If they have been talking with the other vendors for months and you are just now getting involved, it is likely that there are strong relationships and rapport built on that side and you may be more of an outsider.

If that is the case, it is not a game stopper, but it is a valuable detail that can tell you where you stand and how much time you should invest as you might be far from being the frontrunner on winning the deal. And if there is not a large difference in time, then there may be an even playing field in terms of relationships.

 >> Part II >>


SalesScripter will provide you with powerful sales questions.