Here are four questions you want prospects to answer that will bring more sales presentations to a successful close:
1. What’s the problem?
Prospects who have a problem don’t always think that they have one. It’s a good idea to keep asking questions about the prospect’s wants, needs, desires and goals until a clear problem is visible. Then try to focus on your products or services that will solve the problem.
2. How big of a priority is the problem?
This will give you an idea of how quickly the prospect is willing to move — so you know how aggressive to be.
3. What’s the urgency level?
Only when the need is urgent will a prospect move to buy immediately. After identifying a prospect’s problem, try to show him or her the negative impact of delaying a decision by days, weeks, months or a year.
4. Who is the decision-maker?
Is the prospect you’re talking to the ultimate decision-maker? If not, here are two questions to ask that can get you to this important person sooner:
- In addition to you, who’s involved in the decision-making process?
- How do you go about making the decision to … ?
Source: Rick Farrell is president of Selling Dynamics, a sales development company based in Arlington Heights, IL.
