Questions help you uncover the information you need to best connect to a lead when making a pitch and increase ROI. Are you asking the right questions? Here are the 10 questions we recommend companies should be asking themselves in the process of sales.
- Who is the decision maker?
- How have similar decisions been made in the past?
- What is your top priority for making this decision?
- What do you want to achieve?
- What is your budget?
- What are your biggest concerns?
- What has or hasn’t worked for you in the past?
- What is your time frame?
- Do you have any questions for me?
- What is the best way to communicate with you moving forward?
Don’t waste your time pitching your products to the wrong person. Always find out who the decision maker is, and pitch that person.
When you know a company’s approach to making decisions, you can gauge how to make your pitch land that much more effectively. Don’t be afraid to ask about this; the most persuasive sales people definitely tailor their pitch based on knowledge of a client’s decision-making process.
Knowing how decisions have been made in the past, you next want to know what is their key priority in making this particular decision. Their answer allows you to more directly tailor your sales pitch to the most pressing concerns at present.
When you know a client’s goals, you can better connect your product or service with their goals. As you speak from this perspective, you will connect better with them and quite possibly land the deal.
Regardless of how perfect your product or solution is, a client will not bite if your product is over their budget. Do some digging around their price expectations and budget before you get in too far.
You want to hear a lead’s biggest concerns so that you can address them, eliminating roadblocks through honest and transparent communication.
As a lead answers this, you gain insight into their preferred methodology and their pain points. This gives you information you can use to point out how your product is aligned with their past successes, or is different from past known pain points.
From a practical perspective, you need to know what a client’s time frame is and then determine whether you are able to work within it. In some cases, it can be better to turn something down if you cannot feasibly meet it than to over promise, fail to deliver, and wreck a relationship.
As much as pitching is about selling your product or service to a prospective it is also about listening – and demonstrating that you care about their needs. So never forget to ask a potential lead if they have any questions for you before you get off the phone. This just might reveal their hesitations and give you the insight you need to move them further down the sales funnel.
It’s always nice to follow up in a prospect’s preferred method of communication. Asking this questions allows you to do just that, while further demonstrating that you can listen to their needs. Just make sure you follow their preferences during your next steps.
Asking these questions during the sales process can help you determine what is really important to your client, and make the right connections in your pitch. Without asking these questions, it is almost impossible to connect on an authoritative level with the prospect and have a strong chance of sealing the deal successfully.