This is Part 2 of the snippet which I’ve pulled out from one of our sessions over at the TSE Hustler’s League where we talked more about appropriate questions your customers would want you to ask so you can get to the real pain of your prospect and make sure you’re able to bring the best value to the table. (If you haven’t yet, please check out Part 1 of this episode where I already shared some strategies for asking the right questions.)
More strategies for asking the right questions:
Most companies have multiple individuals in their buying process. Find out their time frame and their budget.
Who else is a part of making the decision or selection?
This means saying a little phrase to serve as a buffer right before asking the question or just to show them you are listening.
What is the projected budget for this project?
As mentioned last week, try to dig deeper into their real pain by adding the softeners mentioned above to your “why” questions.
Think about the questions your prospects are going to ask. The questions they’re going to ask you are probably the same ones the other prospects are asking you on initial meetings as well. Coming to the meeting with an understanding of those questions makes you look more professional. Practice.
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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.