We all know that rarely do things go "according to plan" in the sales process and it can be very easy to let potential deals slip through the cracks because of questions that we did not have a chance to or even think to ask of the prospect. A great method to help fill the cracks in our individual processes is to almost reverse engineer the situation. We can ask ourselves, what objectives do we aim for in our line of questioning, and then frame questions designed to provide the content we're looking for. For the sake of our prospects, our time, and our deals, we should be asking questions with the intention of getting valuable information that we can use, not just to keep them on the phone.
If you can ask yourself critical questions along the path of any given sales cycle and answer in the affirmative that you are being as efficient and effective as possible, then you can feel confident in the likelihood of a positive outcome. Here are a few questions that my team and I use to ensure we are moving the ball forward for any given prospect:
- Do I thoroughly understand this prospect's problem?
- Does the prospect understand the consequences of not fixing this problem?
- Did the prospect get the sense that I understood their business?
- Does the prospect see me as an expert in my field?
- Is the prospect comfortable with me?
- Does the prospect have confidence in me?
- Does the prospect really need what I sell?
- Does the prospect understand the ways that my product/service will help them?
- Can the prospect afford what I sell?
- Do I understand how the prospect will make a decision?
- Does the prospect know enough to make a confident buying decision?
- Is the prospect willing and able to invest in my product/service?
What are some other things to consider when evaluating the "time to close" and liklihood of eventually getting the sale done when working with your prospects before deciding to move on to other potential deals?
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