19 Questions You Can Ask At Different Stages of the Sales Cycle
Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions...
Their perception of their role revolves around promoting products or services to customers, emphasising the unparalleled benefits of their offerings.
Achieving success in sales demands a shift in focus from talking to clients to actively listening to them.
When you first make direct contact with someone new, you should be spending about 70% of the time listening and asking questions and only about 30% of the time speaking.
It's all about information to gather at the beginning of the relationship.
The first time a prospect contacts you directly, they will be looking for insight about your ability to meet their needs. Your goal during this call is to get to know the prospect better so that you can see how your products and services will meet their needs, on their timeline and/or budget.
- Ask questions that get them talking about their company.
- Discuss organizational goals.
- Learn about your connection. Remember that sales is about building relationships. This not only means with the company but also with the person making the decisions.
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