|
|
50+ Great Sales Questions
 Ask some of these face-to-face to unlock more sales
© 2005 David Newman
Do you know good sales questioning techniques? Or better yet, do you have a questioning strategy – asking the right questions to uncover the key answers that will move a sale forward. Here is a starter set of questions to get you thinking.
Remember, some of these will not be appropriate depending on your specific situation, and you should always be well-prepared before any face-to-face meeting with a client or prospect. (Are all questions good questions? No! The kind of question that will damage your credibility immediately is the one that betrays your lack of preparation, knowledge, or research on the client and their situation.)
| |
1. What do you really want to see as the outcome of this?
2. If you could wave a magic wand, what would you change?
3. What would have the biggest impact on your business if solved?
4. What is the biggest challenge you’re facing right now?
5. What’s on the front burner?
6. What are some of the hot buttons for your organization?
7. What is going best for your business right now?
8. What worries you the most?
9. What’s your dream for this organization?
10. In the ideal world, what would you like to see happen?
11. Tell me about your roles and responsibilities.
12. What is the best thing that happened last year?
13. Tell me your background and history.
14. What do you like about this kind of product/service?
15. What do you dislike about this kind of product/service?
16. What are your objectives this year?
17. What are your options next year?
18. How do you define an ideal supplier relationship?
19. Who do you consider your best supplier and why?
20. What two or three problems if solved would move the needle?
21. What is important to you?
22. What is important to your boss?
23. What is important to your team?
24. Who would be impacted by this decision?
25. How do decisions like this get made around here?
26. What drives you crazy?
27. Rank the current state of your business on scale of 1-10.
28. What does your competition envy about you?
29. Which competitor do you worry about the most?
30. What have you learned from that competitor?
31. Where do you want to be in 2 years?
32. Where do you want to be in 5 years?
33. Who do you admire in business and why?
34. Have you done a SWOT analysis?
35. What would make you look like a hero?
36. What gets you juiced?
37. What business books do you like?
38. What is your company culture like? Why?
39. Why did you decide to meet with me?
40. What do you want out of a good rep?
41. When are your peak revenue times?
42. When does it get crazy around here? What happens?
43. Let’s go to lunch – what’s your favorite kind of place to eat?
44. Who are your best customers?
45. What else should I know about your business? Why?
46. How can I add value?
47. What do you do in your spare time?
48. If we started with a clean slate, what would you like to get done?
49. How would you describe yourself?
50. What are you known for? Personally? As a department? As a company?
51. Who do you report to? Would it make sense for them to join us today?
52. Is there anything off-limits in today’s conversation?
53. What business magazines do you read?
54. What are your favorite websites for business?
55. Who else in your organization should I know?
56. What for you is the bottom line?
57. Does what we’ve discussed so far make sense?
58. What can I do for you?
59. What would kill a deal?
60. What would cement a deal? Why?
61. Is there something I should have asked you, but didn’t?
62. What would you like me to do next? |
David Newman is a nationally-acclaimed leadership and sales speaker known for his high-content, high energy presentations laced with humor and “do-it-now” tools that ensure maximum takeaway value. Your investment in David pays off by making it easier for your leaders, managers and salespeople to unblock sales performance and unlock leadership success. David is the author of 8 books on leadership and sales, including Relish for Business and Sales Science.
Sign up for your free Motivational Speaker Tip of the Week to receive quick-read mini-articles and business tips delivered to your inbox weekly. |
Back to Articles
|
and