More Than A Few Words

The more you know about a prospect, the easier it is to sell. Asking questions is a great way to learn what you need to know and avoid wasting time talking about your product or solution if you don't know if you are talking to the right person . So, what should you be asking? Of course, there are the basic question which kick off the conversation. Why did you call me? What are you hoping we can do? What kind of time frame are you looking for? Why now? This is my favorite question because it helps me understand what has changed or what their pain point is. I use this information to match the right points in the service presentation to what they need. Beyond the basics are the tough questions salespeople are reluctant to ask because sometimes the answers make them uncomfortable. But these questions are critical to helping determine if you are talking to a qualified prospect, someone who has the resources, motivation, and authority to buy from you.   Here are some of those tough, but important questions:   Do y