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:
- Find out the people who are part of the purchasing community.
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?
- Put on some “softeners” or buffer to your questions.
This means saying a little phrase to serve as a buffer right before asking the question or just to show them you are listening.
- It sounds that this has been affecting the business for a while, what is the time frame for implementing the solution?
- Out of curiosity, what is the time for this project?
- Off the record, do you guys have a budget for this?
- Out of curiosity, what is the budget range you’re looking at? I want to make sure we’re a good fit.
- Besides price, what are the most important criteria when it comes to selecting a company?
- If you don’t mind me asking, why is that so important?
- Off the record, why didn’t you select the vendor the last time you did this project?
- Talk about the price range.
What is the projected budget for this project?
- Ask questions that elicit them to speak to their why.
As mentioned last week, try to dig deeper into their real pain by adding the softeners mentioned above to your “why” questions.
- Come prepared to answer them.
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.
Coaching Salespeople into Sales Champions by Keith Rosen
TSE 525: Questions Your Customers Want You to Ask – Part 1
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