It's been a bit too long since my last post. I should tell you that I've had my hands full with my new company. I parted from my previous employer after 7 years to try something different. It wasn't so much that there was anything wrong with my former employ (well there certainly were leadership issues particularly around vision, focus and technology...but that doesn't mean the grass is greener), it was just time to quit. I'm feeling pretty smart right now because I now represent a fast-paced, high-growth company who truly understands the value of a heavy hitter sales force. So I'm not getting the volume of inbound sales calls as I did as a Director, but I am doing a hell of a lot more prospecting...
So I thought I'd share some of the killer sales questions I've come across and why I think so. Credit goes to various authors and sales gurus and I'll do my best to give credit where credit is due. These are not industry specific, but you can refine each to "fit" your business. Here goes...
- On a scale of 1-10 how happy are you with your current provider? 99% of people you are prospecting already have something in place that does what you do. This approach allows you to survey the contact in a non-obtrusive way. If they are a "10", you've got little hope to close. For more, check out www.johncostigan.com.
- Why are you looking to make a change? (Why did you ask for information or download a trial?, etc.) I like "why" questions in general because they give tremendous insight into the motivations of the buyer. I see a lot of salespeople avoid the why because they are afraid of obtaining information counter to their mission. Would you rather know sooner or later if a prospect really has a chance in hell to buy? Right on! If not, see "Working for Free"!
- What are the top 3-5 business issues your organization is focused on addressing this fiscal year? Position yourself as a trusted business partner with this question. You will need to establish repoire BEFORE you ask this question, unless you have a strong referral. Hopefully, you've done enough homework to ask it this way, "From your annual report, I understand that the company is focused on international expansion and M&A. How does this impact your role (department, etc.) and what are the top 3-5 business issues you are focused on this fiscal year?".
- Have you set aside money to address this issue? (or...fix the problem?) Easy way to ask about the budget and how "real" the opportunity is.
- How will you measure the success of the solution? This provides insight into value proposition (what is the current impact in terms of cost and revenue?) and positions the seller as a business partner. It will also highlight the power of the contact since those with power will be measured on the spend and those with less will be less concerned. You might use this as a way to get access to power..."We should probably review this issue with your VP, would you get a meeting for the three of us?" Get more on selling value at www.valueselling.com.
- If we were able to demonstrate how we could solve your problem (deliver a solution, etc.), where would we go from there? This is a trial close that reveals the buyers purchasing process while planting seeds of collaboration. Another form might include "...what happens next?"
By no means are these ALL the questions that you should have in your arsenal, but they are some of the most important. It is critical to get as much of this information as possible EARLY in the sales process. The closer the prospect is to a decision, the closer this information will be held to the vest. As well, salespeople never have more power than on the front end of the sales cycle...so use it! We'd love to hear from you about your killer sales questions so please share your best with us.
Do you Grok it?
