Successful salespeople know how to ask the right questions. In particular, they know exactly what impact questions to ask to get to the "meat" of a conversation. "If you want to know what keeps your prospects up at night and how you can help them, you need to give yourself an opportunity to really understand what he or she is saying,” writes Craig Wortmann in an article for SalesEngine.
He goes on to explain that there are three types of questions that can be asked during a sales conversation:
- Close-ended questions. These questions typically invite simple, one-word answers.
- Open-ended questions. These questions delve a bit deeper than close-ended questions by encouraging responses that are a little bit longer.
- Impact questions. THESE questions, in the words of Wortmann, "go all the way." They require the respondent to really think, which in turn provides an insightful response.
Impact questions are helpful because despite what they think, prospects and clients often really don’t know their true needs. Impact questions can you help uncover these true needs — and perhaps even uncover an even bigger opportunity.
So just what are some examples of impact questions? Wortmann lists 10, a few of which are included below:
- What would happen if you/your company stayed at status quo?
- If you could focus more resources on one problem your company is facing, what would it be?
- When you think about your company 5 years from now, what do you envision?
- What is the smallest action you could take today to have the biggest impact?
Browse through all of Wortmann’s impact questions and think of how you can integrate them into your next sales conversations. You’ll likely be rewarded with some valuable insight!