Ultimate Selling Solutions Blog
8Aug/120

What Do You Want to Ask Your Suspects & Prospects?

Simple! Questions that will allow you to uncover the real buying motives and interest in your product, service and company. When face-to-face, YOU are the company.

TIP:  Ask in such a way that your knowledge becomes something intriguing, something they perceive having more value to them. You want them thinking, “they really know their stuff! They’re experts… They ask such great questions!”

Lets explore some great questions and sub-questions. Identify those that would be most useful to you:

  • What is your current situation?
  • How long have you lived with this problem?
  • Why has it not been addressed sooner?
  • What is the impact or payback from fixing this?
  • What are the impacts of not fixing this?
  • What, if anything, has kept the organization from solving this problem     before?
  • What have you done to address it?
  • Can you be more specific?
  • How did it work out?
  • How critical is the delivery timeline?
  • What else should I know?
  • How will you solve the problem if you don’t engage us to fix it?
  • How has it affected customers?
  • How has it impacted your staff?, operations?
  • Since you have an existing supplier, why am I here?
  • What would cause you to end your relationship with them?
  • How would you go about doing that?
  • Are we involved for the purpose of keeping your existing supplier honest?
  • Do we really have an opportunity to displace them? Why?
  • What do you know about our organization?
  • What are you looking for in a service partner?

Stay focused on the prospect, not for what they say but below the surface to uncover what they really mean. Learn their intentions and you will hear and discover your opportunities as they present themselves.

This will guide you with your next questions and open up areas for negotiation. Remember, be patient. Don’t start selling. Keep listening. Negotiate on points as needed. Ask more questions. You will have your opportunity to show them your value proposition in due time, and when the time is right! Save it for then!

ID what you want to know and start asking!

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