Be Bolder

Ten Engaging Questions for Your Sales Team

One of the best things any salesperson can do is develop a list of 10

questions you feel comfortable asking.

The questions have to fit your personality, your market and allow you to move

the process forward.

Here are ten of the best sales questions you can use. The questions are

not direct closing questions, but rather questions that will get the customer to

share more information to help you focus on the solution the customer desires.

The goal is to get the customer to relax and open up to you about the real

issues in their business. Don’t be surprised to hear some personal concerns as

well.

Not each question will be appropriate for every occasion. The critical issue

is to be comfortable asking them so when the situation is right, you’re also

ready to listen and respond with another question.

1. What’s motivating your decision ?

2. Can you tell me more?

3. How have you made decisions like this in the past?

4. What is the outcome you’re looking for?

5. What is the size of the risk if you don’t make a decision?

6. What are the issues you’re facing today?

7. What happens if you don’t make a decision to move forward?

8. Who else is involved in the decision making process?

9. What are the processes used in your company to make a purchase?

10. What are the issues stopping you from making a decision?

Each of the questions is designed to get the customer to share more and allow

you to ask a deeper probing question. Your goal as a solutions provider is to be

prepared with the best product possible to solve their concerns and earn the

business.

PS: Remember, the prospect may just be a prospect and have a

legitimate reason not to purchase now. Don’t take it personally.

Contact Trucon to have a complimentary SWOT analysis on your sales

team. 512-219-6677 e-mail: Trucon@sbcglobal.net

www.truconbd.com