- Have they been shopping around and have they received other quotes?
- What features and benefits have they liked about the competitors' product?
- What critical comparisons have they made between your product and that
of your competitors? - How far along are they in the selection process? Are they almost ready to
make a purchasing decision? - Is there any deadline involved in making the purchasing decision?
- Are the schedules of family members, employees, or business associates
important to the making of the purchasing decision? - How will they be paying for the product and, if applicable, what financing
arrangements may be necessary? - Add other questions.
Apply these ideas and questions the next time you are in a selling situation with
a customer.
You will find the quality of the information you get back will be better.
You should discovery that by doing a better job of qualifying a customer's
needs, you will have many more opportunities to upgrade a sale to better
quality products.
You will find you have more opportunities to sell accessory or add-on
products so your overall sales will improve.- Qualifying questions for professional prospects
The kinds of questions that you will ask when making a sales call on a business
professional are similar to those applied to other prospects.
However, there are some differences in the questions asked and the way
questions are directed.The following questions are very typical of the kinds of questions asked when
making a sales call on businesspeople in their offices.
The order of the questions may vary with the flow of the conversation and it
may not be appropriate to ask all of the questions in every situation.
It is important to remember that the questions are asked in the course of
conversation so the prospect does not feel pressured or under attack.- Where did you hear about ____ (Your Company)?
- What type of business are they in and how do they define the segmentation
and differentiation of the markets they serve?