How to always know the right sales questions to ask
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The document discusses how to ask the right sales questions at different stages of the sales process, including qualifying questions, pre-qualifying questions, closing questions, and general meeting questions. It also provides examples of different types of questions to ask prospects and describes when to use each type of question. The document promotes a sales methodology and software platform called SMART Sales System that is designed to provide sales scripts, templates, and training to help salespeople be more effective.
![Meeting Starter Questions
• How is your day going so far?
• How long have you been working here?
• What did you do before this?
• I know why I wanted to meet with you. Is there anything that motivated you to want
to meet with me?
• Is there anything in particular that you are hoping to get out of this time that we
spend together?
• [Share agenda for meeting] Does that match up with your expectations for this
meeting?
• How much time do you want to spend together today? Do we have a hard stop for
this meeting?](https://image.slidesharecdn.com/howtoalwaysknowtherightsalesquestionstoask-171018192627/85/How-to-always-know-the-right-sales-questions-to-ask-33-320.jpg)
How to always know the right sales questions to ask
- 1. How to Always Know the Right Sales Questions to Ask Michael Halper Founder and CEO SalesScripter
- 2. The Best Salesperson is the One that Asks the Best Questions
- 3. Will Make a Good Impression
- 4. Will Extract Valuable Information
- 7. Makes the Conversation More About the Prospect
- 8. How to Effectively Use Email as a Sales Prospecting Tool https://salesscripter.com/how-to-effectively-use- email-as-a-prospecting-tool/ Creates More of a Consultative Selling Approach
- 9. Builds More Rapport and Trust
- 10. Qualifying Questions Pre-Qualifying Questions Closing Questions General Meeting Questions When to Ask the Different Types of Questions
- 11. Questions that Determine if the Prospect is a Good Prospect
- 12. Time is Limited
- 13. Opportunity Cost
- 14. Four Areas to Measure Need to Purchase Authority to Purchase Ability to Purchase Intent to Purchase
- 15. Need to Purchase • What motivated you to look at us (brought you to us)? • What are you doing today in this area? • What is working well today? What is not? • What will it mean to you if you make this purchase? • Will there be any challenges for you if you do not purchase something in this area? • Is there at date when this purchase needs to be made? • What happens if the purchase is not made by that date? • What is the time frame that the project needs to work along?
- 16. Authority to Purchase • What is the decision making process? • What parties will be involved in making the decision? • What functional areas (departments) will be impacted by the purchase? • Who is the ultimate decision maker? • Who is the person that will need to sign the agreement/contract?
- 17. Ability to Purchase • Is there a budget approved for this project? • What is the budget range that the project needs to fit in? • Have the funds been allocated to this purchase? • What budget (department) will this purchase be made under? • Are there other purchases that this funding may end up being used for? • How does the project fit with other initiatives from a priority standpoint?
- 18. Intent to Purchase • You are likely busy so why did you take time out of your schedule to meet with us? • Do you recall what originally motivated you reach out and contact us? • What other options are you considering? • How far along are you with talking with them? • How do you feel about their solution? • What do you like about their solution? • What do you not like about their solution? • How does their solution compare with what we have to offer? • Is there a reason why you would choose us? • If you had to make a decision today, which way would you lean?
- 19. Qualifying Questions Pre-Qualifying Questions Closing Questions General Meeting Questions When to Ask the Different Types of Questions
- 20. Soft Questions to Test the Level of Fit
- 21. Current Environment • Are you using anyone for ___? Who are you currently using today for ___? • How long have you been using them / with them / purchasing from them? • How is everything going? • What are some of the things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area?
- 22. Organizational Details • Are you the person responsible for making decisions regarding _____? • Do you know who is responsible for making decisions regarding _____? • Does the area of _____ impact you at all? • How do you fit into the organization?
- 23. Questions that Probe for Pain • How do you feel about the current design and layout of your website? • How important is it for you to improve your website conversion rates? • How much of a priority is it for you to increase your website traffic? • How well is your website doing with being found through search engines? • How important is it for you to get more leads through your website? • How motivated are you to find new ways to get more revenue out of your website traffic?
- 24. Your Product 1. Web Design Services Features 1. Build new websites 2. Website changes 3. Search engine optimization 4. Graphic design Product
- 25. The Value You Offer 1. Improve the design, traffic, and conversion rates for their website 2. Improve website conversion rates 3. Increase website traffic 4. Improve search engine optimization (SEO) 5. Generate more leads through their website 6. Increase the amount of revenue that they are able to generate through their website Your Product 1. Web Design Services Features 1. Build new websites 2. Website changes 3. Search engine optimization 4. Graphic design Product Value
- 26. The Value You Offer 1. Improve the design, traffic, and conversion rates for their website 2. Improve website conversion rates 3. Increase website traffic 4. Improve search engine optimization (SEO) 5. Generate more leads through their website 6. Increase the amount of revenue that they are able to generate through their website Product Value Pain The Pain You Help Resolve 1. Website is not performing and producing the type of results that are needed 2. Website conversion rate could be better 3. Need to find a way to increase website traffic 4. There is not enough traffic coming to the website through organic SEO (search engine optimization) 5. It can be difficult to get the website to generate enough leads 6. It can be difficult to find ways to get more revenue out of web traffic
- 27. The Pain You Help Resolve 1. Website is not performing and producing the type of results that are needed 2. Website conversion rate could be better 3. Need to find a way to increase website traffic 4. There is not enough traffic coming to the website through organic SEO (search engine optimization) 5. It can be difficult to get the website to generate enough leads 6. It can be difficult to find ways to get more revenue out of web traffic Product Value Pain Qualify Questions that Probe for Pain 1. How do you feel about the current design and layout of your website? 2. How important is it for you to improve your website conversion rates? 3. How much of a priority is it for you to increase your website traffic? 4. How well is your website doing with being found through search engines? 5. How important is it for you to get more leads through your website? 6. How motivated are you to find new ways to get more revenue out of your website traffic?
- 28. Qualifying Questions Pre-Qualifying Questions Closing Questions General Meeting Questions When to Ask the Different Types of Questions
- 29. Trial Closing Questions • What do you think of what we have discussed so far? • How would that feature help your operation? • Is this something you could see yourself (employees / organization) using? • Are we heading in the right direction? • Does this agenda match up with your expectations today? • Is this what you were expecting to see today?
- 30. Soft Closing Questions • What would you like to do next? • What direction would you like to go in? • Do you want to continue talking about this? • When would you like to talk again?
- 31. Hard Closing Questions • Are you ready to move forward to the next step in the process? • What would you need to be able to make a commitment to move forward? • If you had everything that you want, are you prepared to move forward? • If we were able to give you what you are asking for, would you be able to move forward with the purchase? • When are you going to make your final decision? • (If delaying the decision for a period of time - X months) OK, but do you mind if I ask if there will be a change or something different at that time that will make that a better time to look at moving forward? • Is there anything that is preventing you from being able to move forward with this purchase?
- 32. Qualifying Questions Pre-Qualifying Questions Closing Questions General Meeting Questions When to Ask the Different Types of Questions
- 33. Meeting Starter Questions • How is your day going so far? • How long have you been working here? • What did you do before this? • I know why I wanted to meet with you. Is there anything that motivated you to want to meet with me? • Is there anything in particular that you are hoping to get out of this time that we spend together? • [Share agenda for meeting] Does that match up with your expectations for this meeting? • How much time do you want to spend together today? Do we have a hard stop for this meeting?
- 34. Networking Questions • How is your day going so far? • Tell me more about what you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • How can I help you to be successful? • What does a good prospect look like for you?
- 35. Qualifying Questions Pre-Qualifying Questions Closing Questions General Meeting Questions When to Ask the Different Types of Questions
- 36. Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you • Pre-Qualifying Questions • Networking Questions • Closing Questions • Meeting Starter Questions • Networking Questions • Pre-Qualifying Questions • Qualifying Questions • Discovery Questions • Closing Questions • Meeting Starter Questions • Qualifying Questions • Discovery Questions • Closing Questions
- 39. SMART Sales System Sales Methodology Software Platform Professional Services
- 40. SMART Sales System Sales Methodology Software Platform Professional Services
- 41. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
- 42. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
- 43. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
- 44. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART. • By asking good questions, you will appear SMART. • By appearing SMART, you will be able to make a better impression with the prospects you talk to. • Having more information will make you SMART and this will help you to make better decisions regarding what you do with your time and the prospects your pursue. • By making SMART decisions, you will be more able to use your time wiser and get the most out each day and week. • By being SMART, you will position yourself to sell more and your job will be easier and less stressful. SMART Sales System
- 45. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
- 46. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter
Editor's Notes
- #15: There are four characteristics of a qualified prospect. Does the prospect have a true need to purchase what you sell? You may have a prospect that is very interested and excited about what you have to offer, but do they need what you have or do they want what you have? The more they need what you have, the more qualified the prospect. Does the prospect have the authority to make the purchase from a decision making power stand point? If we are a car sales person and taking someone on a test drive, but it is the spouse that is at home that would make the approval of the car purchase, we are not spending time with a qualified prospect. Does the prospect have the ability to make the purchase from a funding or money standpoint? If the prospect loves what you have but does not have any money to spend, the prospect is not completely qualified. Does the prospect have real genuine interest purchasing from you? Just because a prospect is talking with you does not mean that there is serious interest on their side. The prospect really needs medium to strong levels in all of these areas to be truly qualified. A prospect only needs to be weak in one area for their to be a concern and we will look at four different types of prospects that are good in only three of the four key areas as we look at four types of unqualified prospects.