When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
Discovery calls. Where would you be without them? Certainly not in Hawaii – enjoying the surf and sand as part of the President’s Club.
Asking the right questions at the right time is critical to high-performance selling. Appropriate-timed probing gives you access to valuable insights that can win the sale. They can also help you deliver excellent customer service once you’ve made the deal.
If you had to choose one question to ask every prospect, what would it be? According to John Nemo, founder of LinkedIn Riches, there’s a particular go-to question that is often overlooked when communicating with prospects.
Not all sales leads are the same. As you work your prospect pool, you’ll want to approach leads with angles that correspond to their positions in the sales funnel.
If you’re preparing for a meeting with a great prospect, you’ll want to make a good first impression. This meeting also has to count in terms of the information you’re able to get out of your contact.
Do you know the optimal number of questions to pose during a discovery call?
As you lure that new prospect toward your sales funnel, take time to assess the account. Who will make the ultimate purchase decision? How do they want to received communications from you? John Barrows lists several questions that will help you qualify the prospect.
You have opportunities to think about your business growth and your sales growth every day. The big questions are: how and when do you do it?