HTSS187 - 50 Killer questions to ask prospects - Scott Sylvan Bell

50 Killer questions for your sales process

As a salesperson, you do have to get used to nervous energy, silence, and even pressure. Questions deliver all of these concepts and ideas. Whoever can ask the best questions can win. You should study books on questions. You should get good at interviewing as it will help your sales process. Questions and stories are the 2 most powerful forms of communication. You don’t have to answer a question but you do have to think about it. 

The downside of asking questions 

You don't want your conversations and questions to be an Interrogation. When you ask questions, "how" and "what" questions are better than "why" questions. The fortune is in the follow-up, that is the fortune is in the follow-up question. 

How to gather great sales questions 

You can go to google and a whole bunch of sites and gather as many questions as you can. Look for the ones that you are comfortable with and the ones that make you uncomfortable. Look for ways to work in the uncomfortable ones.

Some questions lead to conflict 

When you are new to sales all questions are uncomfortable, especially under conflict. Some questions are out of bounds. Look for people to be your mentor whether they know it or not. 3x5 cards they are not just for objections they are also for role play. You can write the best questions on the cards to find the right way to ask them. 

A list of great sales questions 

Here are a bunch of questions to fit every type of personality, you may or may not like all of these. Pick and choose:

Lock in – how committed is the person to this task

• Why did you decide to reach out
• What finally lead you to take action with your __________ (problem . issue)
• When you think about starting this conversation what got the ball rolling

Pain, problem, risk, pleasure

Probing / outcome – here is where salespeople don't put in the work, so I am giving you a bunch of them

• Could you share with me what lead to this conversation – story
• What got you started in this process?
• What have you tried so far that has worked
• What have you tried that hasn’t worked
• What do you like about your product or service now?
• Why now, why today
• What are your short-term and long-term goals with this product or service?
• If there was only 1 problem I could solve for you, what would that one thing be? (magic wand variant)
• What are the must-have features for this project and what ones really don’t matter?
• What criteria will you use to determine your __________ (vendor, product or service)
• What’s important to you about the company you choose
• What is the ideal outcome you are looking for? -
• How much of a priority is this for you?
• The last time you made a decision like this, how was it made? – Will you be using that same process on this project?

 

Future based questions

• If we were to meet here a year from now what would help you say you made a good decision?
• If you look into the future a year from now what is your biggest opportunity with us, our product and or our service?
• What excites you most about working with us as we look to the future?
• When we do this work for you what concerns do you have for implementation?
• If we were to take care of this project for you what milestones would need to be met for you to find this project a success?
• When you take a look at your options what are the expectations you have for this product or service and would make you happy with the results?

 

Reversals

This can be a stall question or a qualification question – this is a Sandler technique

• I am curious why you asked that right now
• Because?
• Share with me why that’s important to you?
• I am not quite sure this is what you need, is this what you have been looking for?

Follow up questions

• Can you explain that to me in another way
• I heard you say _________ can you expand upon that a little more
• I am a little confused by that answer can you share with me what you mean by that?
• How is that supposed to work out?

Money / budget

• What kind of money do you have set aside for this project
• When we look at the budget for this were you thinking it was going to me $__________ or more
• In round numbers what are we looking for with a budget?
• Tell me when it hurst what number did you want to keep this under per month – JZ

Timeline

• What’s your timeline for implementation
• As we look at your timetable what markers do you have in place right now for this project?
• What kind of deadline are we working with?

 

Other decision-makers

• Who else needs to be involved in this process?
• Can you authorize a purchase like this?
• If I could do this right now and take care of this project who would need to sign off on it?

Closing questions

• What do you think we should do
• What comes next?
• Are we going to do business together or not? -
• Which one fits your needs the best?
• When would you like delivery
• Do you want option a or b
• Cash or credit card?

Referrals

• Who do you know that would like to get involved with?
• Who is the first person you think of when it comes to the same type of problems and issues that you have?

Cutting through the clutter questions – pitch and tone matter

• I get the feeling something else here is going on, can you fill in the gaps for me
• At this point, all of my cards are on the table and I feel like you are still holding onto a few of your own, care to jump in here
• If I shared with you that I don’t think you are really into me or this project would you agree with that statement

Bonus quesitons 

Upsells

Don’t stop at the initial sale – the resistance is gone

• Now that you have the best of __________ (product) would you like the insurance
• Can I share something else with you that would help you out?
• The extended warranty is only a few dollars more, which version works best for you?