Hi I’m Steve Davis, and I wanted to talk about the questions you should be asking your prospects. One of the biggest problems that salespeople make is they’re too eager to go straight into the sales pitch. However, they often forget that the best way to build trust with anyone, including prospects, is to ask genuine, caring questions. The more questions you ask, the more your prospect will open up. They’ll tell you exactly how to sell them and what motivates them.

How Did You Hear About Us?= Is My Advertising Working

One of the first questions I ask is: “how did you hear about us?” Why do I want to know that? If I have any marketing efforts going on — public relations, advertising, or articles I’ve written — I want to know if they’re working. Unless you have any feedback as to where your prospects are coming from, you can’t make any marketing determinations.

What Problems Are They Trying To Solve?

Second question: “what are your business priorities and challenges for the coming year?” Don’t go right into a sales pitch until you know something about your prospect. What are they going to go through? What are the major pain points that they’re trying to solve? After you ask them about their problems, ask them how they’re working through the problems now. What worked, what’s working, and what motivated your prospect to search for a solution now? That’s all great information for you to know because you can then tailor your presentation to achieve those priorities.

What’s In It For You?

Third question: “how will these priorities benefit you?” Everybody has different reasons for moving forward. The company has certain reasons why they may want to move forward, and so does the individual. You want to be a resource for them to meet their priorities and goals.

Who Makes The Decisions

Fourth question: “what’s the decision-making process?” Who’s going to be involved? What departments will be involved, and what concerns will each of these departments have? You need to understand the identities, priorities, and concerns of the company’s stakeholders because you’ll have to answer those questions as you move forward.

Who’s Really In Charge Here?

Fifth question: “who’s implementing the project?” If it’s not the person you’re currently dealing with, try to get an introduction. You need to start a conversation with that person to understand what might happen as the project progresses. For example, you should discuss details like the project’s budget.

What Features Do Your Customers Need?

Sixth question: “what are the priority features?” When it comes to the product or service you’re offering, ask which features are absolutely necessary. Ask them about the best way to communicate with them; for example, some individuals prefer talking directly over the phone while others prefer to keep in touch through their administrative assistant. This will help you gauge how you structure your proposal.

What’s The Next Step?

Finally, seventh question: “what’s the next step?” After you’re done with discussions, ask them to get their calendar out and schedule a time and date for the next meeting. The key is to keep the discussion going; you don’t want to get into the point of just playing telephone tag, or “just circling back.”

I hope this has provided to some valuable insight into the sales process. By asking the right questions, you will be less likely to sabotage your own sale, connect better with the prospect. be able to craft the presentations, and hopefully close more business