Asking questions and engaging in a dialogue are critical to sales success; it’s a huge part of my preferred sales approach – consultative selling.
Speaking with a prospective client about their greatest frustration is a great practice, however, it isn’t near enough. Other questions and dialogue is needed before a solution can be presented.
Exploring issues with your prospect such as what they love about their current solution, what business opportunities they’d like to enable, and what their current business goals are and how they currently plan to achieve them are critical to gaining a complete understanding of how your solution best fits their needs and objectives. You have to understand the entire situation before you propose and position a solution.
I’ve seen many sales opportunities lost when a solution was positioned too early and only addressed the symptom of discomfort or the open wound of the day and fell short of a holistic solution that was required to win the business.
What are your favorite qualifying questions?