| Time is of essence to sales professionals. Dealing | | | | fact-finding question regarding the resources of |
| with tire kickers or prospects (I prefer the term | | | | time, energy, money, emotions and people. You |
| potential customers) does not add any | | | | may learn about failed past initiatives, unhappiness |
| greenbacks to your piggy bank. These five | | | | with current vendors while gaining additional |
| questions may help shorten your qualifying | | | | knowledge about the overall organizational |
| process within your sales approach and help to | | | | structure. Also, by focusing on the resources you |
| achieve your goal to increase sales. | | | | can learn time lines, productivity, budget concerns, |
| Question #1 - What is your goal, objective or | | | | commitment and people (relationships). |
| desire to be achieved in the next year? | | | | Question #4 - If this goal is successfully achieved, |
| This question is asked in conjunction to the | | | | what is the benefit to your company as well as |
| industry and the products or services you deliver. | | | | to yourself? |
| However, the foundation of the question is all | | | | The purpose of this question is to establish some |
| about the desired results. Without knowing what | | | | measurable metrics while still building an emotional |
| this person wants to accomplish sets you as the | | | | buy-in. Many times, potential customers do not |
| sales professional down the no road sales path. | | | | invest the time to make all the necessary |
| This question also helps to take your beliefs | | | | connections between the solution and the results. |
| (foundational experiences) and places them on the | | | | This is a wrap up question to the previous three |
| sidelines so that you engage in active listening. | | | | questions. By this time you should have a fairly |
| Question #2 - Why is achieving this goal, | | | | solid mental picture if this is someone you wish to |
| objective or desire important to you? | | | | further pursue as a potential client. |
| By asking this question, you begin to emotionalize | | | | Question #5 - Are there any questions you would |
| the sales process and build what some may call | | | | like to ask of me? |
| the pain. Another benefit of this question is that | | | | Now is the time for the potential customer to |
| you may learn what motivates the potential | | | | determine if you are someone he or she wishes |
| customer and any other participants within the | | | | to do business with or further build the |
| decision making process. For example, you are | | | | relationship. The end result of this conversation is |
| speaking with the sales manager and he shares | | | | this question from the prospect to you: "Can we |
| part of his gain is recognition by his boss. Then | | | | schedule a time to discuss or further discuss how |
| you can ask a follow-up question such as: How will | | | | you can help my company and me?" |
| your boss be involved in this potential solution? | | | | P.S. As a side note, you may wish to state up |
| Question #3 - What obstacles are standing in | | | | front when you meet with this individual that you |
| your way to successfully achieve this goal, | | | | have several questions to ask and would that be |
| objective or desire? | | | | alright. Asking permission to proceed is a great |
| Here is not only a qualifying question, but also a | | | | way to build rapport in relationship selling. |