While the sales landscape has changed dramatically this year, the value of a skilled sales professional has not changed. The best salespeople know which questions to ask to uncover your prospects needs, but they also know how to step back and analyse each prospect.
As a sales rep, you want to spend time with your best opportunities. Time is money for all. If you spend time on a prospect that is only somewhat interested or doesn’t really have the potential to buy, then that is a waste of time.
Here are three of the most powerful questions salespeople can ask to uncover whether this prospect is worth your time and whether you have all the information you need to move the deal forward.
Do they have the potential to change?
When we look to sell to a customer, we try to understand their points of pain. We want to ensure that the solution is the right fit for them. That being said, if your prospect has no interest or willingness to solve this problem, then they may not have the potential to change right now.
Focus on the prospects who are looking to change, who are open solve problems; they are the ones that are the best opportunity for you, and most importantly, they are the ones most likely to invest in your solution.
As a sales rep, focus on change rather than buying. What is the ultimate benefit to your prospect, and why should they change now?
Do you have specific follow-up questions?
A good follow-up process is worth its weight in gold. A follow-up sales call, email or meeting is when you find out if your prospect is genuinely interested or ready to invest in your solution.
To be able to ask high-quality follow-up questions, you need to listen to the answers and what your prospect is saying. Your follow-up questions should be focused on getting to the heart of their needs.
Why did they look at your solution in the first place?
Knowing why the prospect looked at your product or service can give you instant insight into their needs and challenges. Asking them about their needs will identify not only their motivation but also their timeline.
Having your specific follow-up questions at the ready will help you delve deeper into their needs, their desired outcomes. People only purchase if their “Why” is big enough. As a sales rep, you can probe into what the why is, and how big it is.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.