According to multi-decade sales veteran Danny Manich – long term sales performance is about asking the right questions. Asking the right sales questions means understanding your customer’s needs – and it’s only when you fully understand their needs that you can give them what they actually need. And that’s what great sales is all about – the ability to see, diagnose, and meet a customer or client’s needs.
Danny Manich offers some expert advice for new sales professionals. Here are four essential sales questions you should be asking every prospect, and why:
1. What’s your biggest challenge right now?
The answer to this question will help you understand what your prospect is trying to achieve, and how you can help them. It’s also a great way to build rapport and show that you’re interested in helping them solve their problems.
2. What have you tried in the past?
This question will help you understand what your prospect has already done to try and solve their challenge, and whether or not they’ve had any success. It’s important to know this so that you can tailor your solution to their specific needs.
3. What’s your timeline?
This question is important for two reasons. First, it will help you understand how urgently your prospect needs a solution. Second, it will help you gauge whether or not they’re ready to buy. If they’re not in a hurry, they may not be ready to make a purchase decision just yet.
4. What’s your budget?
Just like the timeline question, this one is important for two reasons. First, it will help you understand how much money your prospect is willing to spend on a solution. Second, it again helps you gauge their readiness to buy. If they’re not willing to invest much in a solution, they may not be ready to make a purchase just yet.
Asking the right questions is essential to selling successfully. By asking these four questions, you’ll be able to better understand your prospects’ needs and how you can help them. You’ll also be able to gauge their readiness to buy, which is essential information when it comes to closing the deal.
5. What’s the most important thing to you?
This question will help you understand what is most important to your prospect. This can be helpful in two ways. First, it can help you prioritize what you say and how you present your solution. Second, it can help you close the deal by addressing their most important needs.
6. What are your other options?
This question will help you understand what other solutions your prospect is considering. It’s important to know this so that you can tailor your solution to their specific needs. It’s also a great way to show them that you’re interested in helping them find the best possible solution for their challenge.
7. What happens if you don’t solve this challenge?
This question is important for two reasons. First, it will help you understand the stakes for your prospect. Second, it can be a great way to show them the urgency of finding a solution.
8. How did you hear about us?
This question is important for two reasons. First, it will help you understand how your prospect became aware of your company and your solution. Second, it can be a great way to gauge their level of interest. If they’ve done their research and are familiar with your company, they’re more likely to be interested in your solution.
Conclusion
Danny Manich’s lessons largely relate to the idea of asking the right questions. That’s the underlying point: Great sales performance is directly related to asking the right questions. Knowing your craft is essential to selling successfully. By asking these eight questions, you’ll be able to better understand your prospects’ needs and how you can help them. You’ll also be able to gauge their readiness to buy, which is essential information when it comes to closing the deal.
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