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