Sales Questions to Ask

A lot of the time when we engage in selling, we forget to ask the right questions that we need to in order to get to the pain of what the other party is feeling. Two irrational questions that can fall into this category of finding the pain are using a scale of 1-10 and allowing people to be honest. You don’t need to always be talking and trying to get the prospect to answer in the way that is best for you. Just ask the question and allow them to be honest. When you let them answer then you are able to ask why they didn’t choose a lower number? This allows for the person to talk about some positive reasons and move from being in a defensive postion to giving positive reasons for the change they would like to see.

Establishing a budget after this is important as well being that pain and budget can be related to each other. Depending on how great the pain is for the client can give us a sense of how much money they would be willing to spend in order to fix that pain. Talking about money can be a daunting thing to discuss as it is going to bring about maybe some resistance for how much the prospect would want to spend. Something that we have learned in class is how the prospect’s perception that your solution can solve that pain is worth the cost. The percieved pain of cost is less than the percieved pain of not spending/investing in your solution.

You must remember to be honest and delicate in this kind of situation. Don’t recommend a product that is going to break their bank and be too much of a solution but don’t recommend too little in order to just get the sale and not help them at all.