We LOVE great questions and believe in the power of questions to unlock and unblock people.
One of the most powerful tools in Guide Salesperson’s tool belt is asking great questions.
Master how to ask the right questions in a sales call and you’ll become a more trusted and helpful guide for your clients. Plus, you’ll close more of the right kind of business.
But many new business owners don’t know what questions to ask.
The following was written by Bruno|Einstein of Marketing. Thanks Bruno!
Here are 38 questions to ask in a sales call that will help you close any sale.
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Walk me through what it typically looks like when making decisions like this.. do you usually have to consult with someone else or you’re comfortable making these decisions yourself…
2. What was the motivation for getting on this call today? Where are you at right now as regarding X?
4. How are things right now regarding X?
5. So on a scale of 1-10. 10 being unsatisfied.. and 1 being satisfied
how okay are you with the way things are going?6. What would you like to change? Why do you think this is the case?
8. What have you tried in the past?
9. So what was the challenge with getting results with X or Y…
10. Can you give me an example so I can understand more of what you mean?
11. Why me? Or why X.. why not Y
12. Why is X situation a problem?
13. Why now? Why not push it down the month like other unsuccessful X do?
14. What would you say have been the three biggest challenges to getting X result?
15. Why is this a challenge for you?
16. If you were to guess.. how much time is this not solving this costing you?
17. And how much would that translate to in terms of finances?
18. So does this mean that if this is fixed and solved.. this is how much time and money you’d save or be making extra?
19. Can you paint a picture for me of what this would mean for you in your life?
20. Apart from nos 18 what else would this mean for you in your business and in your life?
21. So what are the three immediate things you’d do.. when x results happen?
22. Why those three things?
23. If a lot wouldn’t change when x is solved.. then why is it a important you solve it or why we on this call?
24. Can you tell me more about that?
25. So if I get you correctly.. this is the case.. this is the case… and this is what you’d like because of this.. (recap what they’ve just told you) is that correct?
26. Would committing X number of hours per week be a lot for you to solve this problem?
27. Is it okay if we talk about the investment for a moment?
28. Why do you think that most of our clients after they have tried all the other cheaper options…still came back and decided to work with us?
29. Would you agree with me that it’s madness to keep doing the same things and expecting a different result?
30. Would you also agree with me that for you to get the change you really want.. you’d have to change some things?
31. Would you also agree with me that change is usually uncomfortable and stretches us that’s why unsuccessful people never want to change things?
32. Now I want you to be honest with me…are you 100 % certain we can deliver X results for you in X time frame and it would work for you?
33. Apart from the fact that we have been doing this business for x y z yrs and we have x y z results… what else would you need to know to assure you.. that this would work for you?
34. Why do you think this won’t work for you?
35. Be transparent with me for a moment… What are you most afraid of happening when you start this… ?
36. Apart from that what else? Why do you think that would happen?
37. Do you have any concerns or questions about the offer?
38. So what do you think is the next step for us to take ?
And that’s it.
This is no particular order and you don’t have to ask all of them.
Use them appropriately.
