Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is all about asking the appropriate questions to help advance your deal and let you bring more value to the table.
Regardless of what you’re selling or who your selling to, you have to ask the appropriate, value-rich questions. These are questions your prospects would be glad that you asked. Reduce your talking. Help them feel they’re buying and not you selling. Then price would no longer even be a question.
If you find some of these questions to be missing in your process, then feel free to tweak it and fix it.
Strategies for asking the right questions:
Don’t just wing it. You have to come prepared with information. You can find details about anyone just by going online. Find out about the company in advance and don’t ask questions where the answers are already accessible. Make sure you come as a consultant by showing them you’re bringing intelligence to the table.
The more you can get access to what’s really powerful and meaning to them, the more connected you’re going to be. Remember, people do business with people they know, like, and trust.
“How long have you been around?”
Sometimes you may have a solution that they already have. So it’s important to find out what caused the disservice.
If you feel you have a question you really want to know the answer to, then don’t be too shy to ask it. Ask. Be bold and be open. Remember, you’re here as a consultant. And they will respect you for that.
“I know you’ve done some research already, what are your must-haves in a new system?”
“I know you’ve probably looked at many different services like ours already or done some research on systems like ours, what are some of the must-haves in your service?”
Asking these type of questions will let you know whether they like the system or it’s just a legacy system that was in place which they wanted to change.
“What are some of the criteria you’re looking for when selecting a system? Why is that so important to you?”
“Were you part of the original selecting committee? Who is also part of the selecting committee.”
“What do you do to fix this challenge? What are the band-aids you’re doing? Is that something you’re going to keep doing? How long can you keep doing that band-aid before it becomes ineffective to you?”
Emphasize how it affects their business by asking, for instance, the 5 why’s. Ask with a why and keep following it up with a why. By the time you get down to the fifth why, you usually get to the true issues.
“How does that affect your business? How much is that costing you?”
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.