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.

 <<Part I<<

6. What do you want to do next?
It can be common for sales people to ask sales questions that push prospects to move forward. And part of that is trying to get the prospect to do what the sales person wants to do next in terms of scheduling a meeting, seeing a demo, looking at paperwork, etc.

But sometimes a more powerful way to go is to ask the prospect what they want to do next. Of course you can make some suggestions as to what directions to go, but checking in and getting the prospect to verbally say what they want to do and make the forward direction come from them, can be a very health direction to go in terms of building relationships and creating quality leads.

7. What is the decision making process?
You always will want to know how much power the prospect has and who the ultimate decision maker is. This can be sometimes a tricky subject as you either might not want to ask the prospect how much power they have, or if you ask them who the decision maker is, they may just answer by saying that they are when they truly aren’t the ultimate decision maker.

An easy way around this and to get to the key information that you need is to ask sales questions that probe for what the decision making process is. Have them take you through the main steps all the way to the purchase being made. Yes, they might be one of the decision makers in the process but if you try to map out the steps, you may identify if a committee is involved and what other parties will need to sign off.

8. What is the criteria that you will be basing your decision on?
The prospect might be asking you a lot of questions about your products and services. And you might be answering all of their questions. But in most cases, their questions are being driven by some set of criteria – a list of requirements that they are looking for and they are asking you questions to determine how you align with their decision making criteria. They will likely purchase from the vendor that aligns best.

You could just answer all of their questions, but if you really want to improve your odds of getting the business, ask sales questions that find out what the criteria is that they will be basing their decision on and then work to communicate how you match up better than anyone else.

9. Is there a budget approved for this purchase?
An important area to look at when qualifying prospects is to identify if they have money to spend. This is also an area where a sales person may begin to feel uncomfortable or feel like it is inappropriate to inquiry about.

That is understandable but if you ask this question very directly, “Is there a budget approved for this purchase?”, you will begin to get an idea if there is money to spend.

10. What is the budget range that you are trying to stay within?
And if the prospect has money has money to spend, it is helpful to know how much, or at least is the amount that they are open to spending in the same ballpark as what your product costs. This also falls into the sales questions that are tricky to ask as not only do you not want to ask the prospect how much they are wanting to spend, but your prospect also does not want to answer that question.

Think of it like asking interview questions. If you ask the prospect what the budget range is that they are trying to stay in, you can usually get some information from the prospect regarding how much they have and are willing to spend and this will tell you if you are even in the same area. You can add some sample ranges to this question but saying something like, “Are you looking to stay within the area of $10K to $25K or do you need to be in $50K to $100K?”.

 

SalesScripter will provide you with powerful sales questions.


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