The right questions in a sales conversation
When you are having a conversation with a prospect, work these questions into the dialogue. Once you've the answers, you'll know what you must do to turn the prospect into a new customer.
How did you
get into this line of work?
What do you
like best about your job?
What do you
wish you could improve?
What can
you tell me about your priorities?
How are you
currently addressing this problem?
How much is
this problem costing you?
What can
you tell me about your decision-making process?
Do you take
the decision? Who else?
How do you
handle budget considerations?
What other
options are you looking at?
What can
you tell me about the people involved in the process?
What
obstacles might be in the way of moving this forward?
How will
you be evaluating different options?
How will
the funding for the project be justified?
How much
attention is this problem getting at the executive level?
How does
this sound as a next step? Describe, please.
A good example of a bad sales conversation:
Robert De Niro in Analyze That:
http://www.youtube.com/watch?v=ivGF-wj5GpQ
