The following are eleven good questions for salespeople. In order to be an effective salesperson, it is about knowing the right questions to ask and not so much about knowing all the answers.
1. Why are you looking to make a change?
When speaking with a prospect that is interested in purchasing your products and services, it is valuable to gather why they’re seeking to make changes. We can tell the prospect ourselves why they should make a change, but getting the prospect to tell you why, in their own words, they would like to make a change can reveal some valuable information.
You may uncover that you’re not talking to a qualified prospect if they’re not able to answer you or don’t have a valid answer.
2. What happens if you do not do anything?
It is great to have in depth discussions with a prospect – you have a really great product and the prospect is ecstatic about it and seems very interested. Now, what occurs if the prospect doesn’t buy from you or simply does nothing?
If there isn’t a big impact if the prospect doesn’t commit, there could be some doubt regarding whether the deal is legit and this is the key thing with questions for sales people. It is important search out prospects with a noticeable impact if they don’t purchase which causes more justification to make the commitment when the time comes to purchase.
3. What other options are you considering?
Commonly, sales people make assumptions that they’re the only option that the prospect is considering. Also, sales people often either forget to seek out the competition or feel like they shouldn’t ask.
Assuming that the prospect is speaking to other vendors is the best practice to follow. This is conjunction with a very direct question asking what their other options are is very appropriate and productive.
4. How do you feel about your other options?
When identifying that the prospect is considering other options, you’re likely to hear the competitors names that are involved and immediately know how you compare. What truly matter is that your knowledge about the competitive landscape may be different from the prospect’s.
By delivering one of the direct questions for sales people, you will identify how the prospect sees things and how each option compares to one another. Ask them how they feel about all of their different options.
5. How long have you been looking at them?
It is important to ask questions for sales people if the prospect is speaking with other vendors to uncover the length of time they’ve been talking with them. It’s likely that there are strong relationships and rapport built with other vendors and you may more of an outsider if you uncover the prospect has been speaking with other vendors for months and you’re coming in at the tail end.
This isn’t a game stopper, but it’s valuable information to reveal where you stand and possibly the length of time you should invest. There may be an even playing field in terms of relationships if there isn’t a significant difference in time.