Smart Sales Question Part 6

Qualifying Questions to ask:
 
Go deeper for more information –
“Would you tell me more about that?
Help me understand that. What do you mean by that?”
“Is there another reason you like this?”
Ask a question in another way.
 
“Why is that important to you? What is more important than that?”
“What are you doing now?
What have you done in the past? Are you aware of and understand the latest in trends and technology?”
 
Seek needs, values and wants –
“What do want to enjoy once the solution is implemented?”
“Where is your company going?” ”
What solutions are you considering?”
“What does the future hold short and long term?”
 
Seek their pain – wounds, loss, changes, avoidance and problems: “What are your challenges?
What are your key problems to solve? What would you do differently this time?”
 
Understand decision-making –
“What is the process for approval?
Who is involved?
What is the next step?
What deadlines are involved?
What is stopping you from making a decision now?” Determine their level of clarity and commitment
 
$ – “What is your budget over what period of time?”
For your Business Leadership Coaching call:
Donna Willon
Focused Networking Ltd
604-328-2290
www.focusednetworking.com