8 Key Questions to Ask in Every Sales Situation - Mark Smock
Solving people’s and organization’s problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer’s problems. If properly “sold”, a sales prospect will have his problems solved with your company’s products or services. To be successful at selling, you must systematically approach customers with a proven repertoire of qualifying questions that allows you to clearly understand your customer’s current business challenges.
In order to most effectively solve your customer’s problems you have to ask questions, the “right” questions and most importantly, listen to the answers you get. The best source of information about a sales prospect’s business problem is the prospect themselves. However, any seasoned salesperson will tell you that the customer does not always know what their problem is, how it happened or how to deal with it. Without a proven list of problem definition questions, a salesperson has little chance of achieving sales success.In every selling situation, there are eight fundamental questions that must be answered to ultimately generate a purchase commitment, a solution to your customer’s problems:
Are they giving you symptoms of a problem or the problem itself?
Is this a temporary situation or an ongoing challenge?
Short and long term ramifications should be explored
This answer could be your “door opener” later!
Actions taken and money spent should be quantified here Here you can determine what it cost them NOT to have your company’s products If there aren’t, why not and will there be? If not, good luck! You must clearly understand who the decision makers are and how the commitment decision is to be made. If you do not, there will always be “someone else” who will kill your deal within the organization!
Once you have valid answers to all these questions you can accurately determine whether the products or services your company has to offer can cost effectively solve your customer’s problems. If your products or services can solve your customer’s problem you now have something to talk about!
When you know your product or service can solve your customer’s problem cost effectively, and it is clear they understand and sincerely appreciate the value of your product or service offerings to a level of justification that they can, and will, make a reasonable purchase commitment to you, you have AN OBLIGATION, not only to your company, but to your customer, to ask them to buy what your are selling! A simple way to do this is to ask: “What do you want to do next?” … say nothing more until they respond.
Source: http://www.woopidoo.com/articles/ms2-sales.htm
In order to most effectively solve your customer’s problems you have to ask questions, the “right” questions and most importantly, listen to the answers you get. The best source of information about a sales prospect’s business problem is the prospect themselves. However, any seasoned salesperson will tell you that the customer does not always know what their problem is, how it happened or how to deal with it. Without a proven list of problem definition questions, a salesperson has little chance of achieving sales success.In every selling situation, there are eight fundamental questions that must be answered to ultimately generate a purchase commitment, a solution to your customer’s problems:
Are they giving you symptoms of a problem or the problem itself?
Is this a temporary situation or an ongoing challenge?
Short and long term ramifications should be explored
This answer could be your “door opener” later!
Actions taken and money spent should be quantified here Here you can determine what it cost them NOT to have your company’s products If there aren’t, why not and will there be? If not, good luck! You must clearly understand who the decision makers are and how the commitment decision is to be made. If you do not, there will always be “someone else” who will kill your deal within the organization!
Once you have valid answers to all these questions you can accurately determine whether the products or services your company has to offer can cost effectively solve your customer’s problems. If your products or services can solve your customer’s problem you now have something to talk about!
When you know your product or service can solve your customer’s problem cost effectively, and it is clear they understand and sincerely appreciate the value of your product or service offerings to a level of justification that they can, and will, make a reasonable purchase commitment to you, you have AN OBLIGATION, not only to your company, but to your customer, to ask them to buy what your are selling! A simple way to do this is to ask: “What do you want to do next?” … say nothing more until they respond.
Source: http://www.woopidoo.com/articles/ms2-sales.htm
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