Prospecting Call – Questions Made Simple

When I’m working with inside salespeople many times they tell me the reason they don’t prospect is that they don’t know WHAT to ask, other times it is an issue with HOW to ask.

The key to knowing what to ask, is first to ask yourself WHAT do you need to know.

Don’t go overboard – list whatever comes to mind, then choose the first 3 things that will help you determine the company is a good prospect for you.

Demographics: quantifiable characteristics – size, geography, location, industry, etc.
Psychographics: are NOT quantifiable – personality, values, opinions, attitudes, etc.

Now that you have some questions about the company, make sure you have some about the person you’re speaking with as well.

My five favorite people prospecting questions are:
1. Tell me a little about how what you do every day relates to _______________….
2. Most people I talk with have more than a few priorities – what are the Top 3 you’re working on right now?
3. When looking at ______________, what result would you like to have that’s currently missing?
4. Why is that important to you?
5. What criteria do you use to choose your _____________ vendors?

HOW to ask doesn’t just include the questions themselves. It also involves how to be conversational.

A conversation is an exchange of ideas between people. That means you have to let them think as well as speak!
#1 the only reason to ask a question is to listen to their answer!
#2 As you are drafting qualification questions, include pauses.
#3 Add a softening statement at the beginning to take the bluntness of your question away

Need help doing these three things more effectively? if you’d like a copy of the Communication Trilogy eBooks: Question To Listen, Softening Statements, and It’s All About The Pauses, drop me a note lynn(at)upyourtelesales(dot)com