Archive for the 'Sales Questions' Category

Jun 30th 2006 4 Dimensions of Sales Complexity

  • What’s the nature of a customer’s need for my service or product? Under what circumstances will customers require my service or product? How often will they need me?
  • How many ways is it possible for my customers to perceive risk? Is this risk confined to the service or product? Does it apply to the transaction process?
  • What do potential customers already know about my service or product? Do I need to clarify misconceptions? Do I need to reassure? What do I need to teach them?
  • Who will be involved in making the buying decision? What concerns, different perspectives and varying (or potentially competing) needs will come into play?

Source: The Equation That Matters / GrokDotCom, Volume 134: 7/1/06

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Apr 18th 2006 Preventing Purchasing Decision Mistakes

  • What types of mistakes do customers tend to make while making this kind of decision? Make sure the decision process avoids these mistakes.
  • What do customers most frequently overlook or not consider? Make sure the decision process brings these elements into consideration.
  • What are the most difficult things for a customer to understand? Determine ways to communicate these elements precisely.
  • What must a customer understand to reach a fully informed decision? Make sure the decision process brings these to the customer in an orderly fashion.
  • What level of professional education or experience is required to understand each specialty area of the decision? Make sure that you engage in the decision process those people who have the required experience or professional background.

Source: The Decision to Buy / Jeff Thull / MarketingProfs.com, April 18, 2006

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Jan 31st 2006 M.O.R.E Sales Questions

Even the most seasoned sales veterans sometimes struggle to get more than a few questions into the process of general discovery before quickly trying to push products. To improve your success in this area, break those discovery questions down into four subcategories:

  • Marketing questions: How do you go to market? How do you distinguish yourself from your competitors? What are your biggest competitive challenges?
  • Operational questions: What are your biggest operational challenges? How do you manage labor costs effectively? What cost-saving methods are you most proud of?
  • Relationship questions: When you are considering an important change, what process do you go through to evaluate the benefits? (This question provides you with an important understanding of not only who the decision makers are, but also how the decisions are made.)
  • Ego questions: What are your biggest challenges within the organization? Where do you see your career headed in the next few years?

Source: Line of inquiry: to strengthen your customer relationships, learn to ask the right questions on sales calls / Rick Davis / Prosales, May, 2004

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