The following are eleven good questions for salespeople. In order to be an effective salesperson, it is not necessarily about knowing all of the right answers, but more so knowing the right questions to ask.
6. What do you want to do next?
Commonly, sales people push prospects to move forward. Partly, that is trying to get the prospect to do what the sales person wants them to do next in terms of meeting, seeing a demo, looking at paperwork, etc.
A more powerful approach in place of pushing the prospect along is to ask them what they would like to do next. You can make some suggestions as to what directions to go, but checking in to get the prospect’s opinion and having them make the forward direction, can be a very healthy direction to go in terms of building relationships and creating quality leads.
7. When do you want to meet again?
Asking the prospect when they want to meet again is a lot like the last question. Also, this could be asking the prospect what pace to move at.
Most sales people will push a prospect to meet and move as quickly as possible which makes this question powerful. Letting the prospect decide what pace to move at can be one of the questions for sales people that will have a positive impact.
8. How do you feel about your current system/provider on a scale from 1 to 10?
Prospects are very likely already using something in your area. With that being the case, you want to find out how things are going with that. For example, are things great, OK, or could be better? Knowing this will help with your effort to create leads and qualify prospects.
By spending too much too time when you come across prospects that are doing great, it may be tough to get them to change. Instead, you’re seeking out those that are just OK or could need improvement and this is one of the questions for sales people that will help with that.
9. What is the decision making process?
How much power the prospect has and who the ultimate decision maker is are things you will always need to know. Sometimes this can be a touchy subject to bring up, but by simply asking what the decision making process is and mapping it out will assist with identifying where the authority buy lies.
10. Is there budget approved for this purchase?
Qualifying prospects by identifying if they have money to spend is another important area to be aware of. Questions for sales people to assist with this is to ask if there’s a budget that’s been approved for the purchase that the prospect is considering.
11. What is the budget range that you are trying to stay within?
Discovering how much the prospect is looking to spend is another key area to focus in on. This can be both tough to ask and tough to get an answer. Being very direct and asking what the budget range is that they are trying to stay within is one approach.
SalesScripter provides a sales script tool that provides questions for sales people.