You want the sale.
As a business owner or sales rep, there’s no truer sentiment than just that: you want the sale.
Maybe that sale translates into bonuses for your employees, a Christmas vacation for your family, or a vehicle upgrade for yourself. Whatever the goal is, that goal is met by only one thing: getting the sale.
When You’re at the Table…
When you’re in the room – sitting at that “sales” table, having that conversation – do you know what you should be saying? More importantly, do you know what questions you should be asking?
If you go in without a roadmap – without a list of the top sales questions you should be asking – you could falter, leaving the room with the sale still on the table. Why? Because the right questions at the right time set the stage for the entire conversation. The right questions help you uncover the truth of the pain your prospect is feeling – and more importantly, how you can add value to their situation – how you can solve their problem!
In any sales conversation, it pays (literally) to do your prep work. But before you get crazy about what to ask and how to ask it – I did it for you.
Ten Sales Questions You Can’t Live Without
Ok. There are many other great questions you could ask, but without further ado, here are the ten best sales questions you’ll need to be fully equipped to enter the room prepped – and know that you have advance the conversation toward a real deal – in a way that is high integrity – and meaningfully uncovers opportunities for you to add value.
- How important is it (for you) to solve this problem?
- By when do you need this problem resolved?
- What is the financial impact of not solving this problem?
- How long have you been living with this issue?
- What else does [PROBLEM] affect?
- Who else does [PROBLEM] affect?
- What would the upside/benefit be of solving [PROBLEM]?
- What additional REVENUE would solving this generate for you in next year?
- What additional COST would not solving this mean for you in next year?
- How would it FEEL to come into work next year and know this is solved?
Download the Ten Best Sales Questions Cheat Sheet
Is that it?
Of course not!
First, there’s a requisite finesse in how to work these questions into the conversation – and there are surely questions beyond these. But as a foundation of any sales pursuit, these ten questions should be ready at the tip of your tongue.
Write them down, memorize them, and make them a part of your day-to-day sales process.
And if I missed any you think should be on there, please leave me a line in the comments!