23 Killer Questions To Use With Your Prospects
Asking quality questions and really listening to the answers are in my book two of the most important skills you need to master. Here are 23 great questions that you can use to get yourself closer to the sale. Print them off, use them and rephrase them into your own style. Soon, you’ll be eliciting the pain from your prospects that will help you to position your products and services against as the only logical choice to their pain! (They are in no particular order) 1. What are the biggest problems you’re facing with this? 2. What other problems are you experiencing? 3. What are you currently doing to deal with the problem? 4. What are you using/doing now? 5. If you could have things the way that you wanted, what would it look like? 6. Do you have any preference? 7. What is important to you in finding a solution to this? 8. What are the top 3 requirements that this solution just has to have? 9. Are you working within a budget for this? 10. Have you got a ball-park figure in mind? 11. Is there anything I have overlooked? 12. What alternatives have you considered? 13. Have you got any questions you’d like to ask me? 14. Is there anyone else involved in making this decision other than yourself? 15. How soon would you like this? 16. What would you like me to do next? 17. Could you please give me some background to this? 18. What 3 key outcomes do you want from this? 19. Have I covered everything off? 20. What are the next steps? 21. Do you have any questions for me? 22. When are you looking to start? 23. How does this look/sound/feel to you?
The Sales Industry’s Preeminent Thought Leader & Sales Authority
Founder and MD of international sales training firm MTD Sales Training, Sean McPheat is widely regarded as THE UK’S #1 AUTHORITY ON MODERN DAY SELLING. Sean has appeared on TV on several occasions as an expert in the field of personal and professional development. Being a finalist in the 2007 British Business Awards for his Entrepreneurial achievements, Sean knows what makes businesses successful. He was also a judge in the 2008 Young Enterprise Programme but was not as horrible as Simon Cowell (well almost!) Sean has been featured on CNN International, BBC, ITV, The Guardian, Arena Magazine, Marketing Weekly, The Hong Kong HR Journal and radio stations such as BBC WM, Insight Radio and LBC (London’s Big Conversation) and has over 100 media credits to his name. Sean is much sought after conference and motivational speaker and delivers his talks in a fun, educational and inspiring way with one focus – TO TAKE ACTION! Sean and his team have helped staff from over 700 different organisations worldwide including over 10,000 delegates.
“GAMEKEEPER TURNED POACHER!”
“Today, I’m flattered to be called The UK’s #1 Authority On Modern Day Selling in the media especially as I did not have a formal sales background. Today, I’m larger than life but I was never a natural sales person in the beginning. I developed into the role and learned my art by coming at it from a completely different angle. Before I started MTD Sales Training, in my previous roles as a Senior Manager I was “sold to” more times than most people have indeed gone out and attempted to sell! I was on the receiving end of hundreds of sales presentations and pitches and I was a complete nightmare as a buyer to be honest and knew every trick in the book to negotiate the best deals. So when I started the MTD Training group I knew everything about buying and nothing about selling so I just reverse engineered the process and built sales strategies and processes around how people buy. I suppose the rest is history and today we help thousands of people around the world to improve their sales by focusing on the needs and wants of the buyer by understanding the buyer thoroughly and then positioning products and services in light of this”
Sean McPheat
Visit Sean’s daily blog at: http://www.mtdsalestraining.com/mtdblog