5 Questions Every Salesperson Should Ask
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Heather R. Morgan outlines five critical questions for salespeople to improve their engagement with potential clients. These questions focus on understanding the client's motivation, timeline, decision-making process, desired outcomes, and alternatives considered. The document is a guide to help sales professionals better connect with their buyers and enhance their sales strategy.
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5 Questions Every Salesperson Should Ask
- 1. By Salesfolk CEO, Heather R Morgan 5 Questions Every Salesperson Should Ask
- 2. #1. Why? Why? Why?
- 3. Probe Deeper Ask yourself: "Why they would want to do business with you? What do they hope to gain?"
- 4. #2. Why now?
- 5. Learn their time table Ask: "Why do they need this now? Have they tried to do this before? If so, why didn't that work out?"
- 6. #3. Who will sign off on this?
- 7. Create an influence map Ask: "What does your company's decision-making process look like? Can you walk me through it?"
- 8. #4. Can I show you?
- 9. Ask for permission Start by asking: "What would a successful outcome look like for you?" After that, you can ask them if they would like to see a value-driven demo.
- 10. #5. What will happen if you don't?
- 11. Uncover the alternatives Ask: "What other options are you looking at right now? If you don't go with our solution, what will you do instead?"
- 12. For more tips on researching your buyer personas, check out this resource: The Cold Email Mastery Course salesfolk.com/emailmastery