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
Subject: Sales Questions
Like this content? Why not share it?
There Are No Comments
Click to Add the First »
Click to Add the First »