How do you know what to say during a sales call? The best way to find out is to ask questions. This blog post will discuss 17 questions that every salesperson should ask on the phone with their prospect. These questions will help you turn prospects into paying clients, and get your business off the ground!
1. How did you hear about us?
This question gives you great insight into where your business is getting coverage, and if their referral source made it clear who to contact at the company. If they say that they found you on Google, then there’s no need for further intel because that data is public; however, if the prospect says they received a referral from the CMO, it’s time to follow up with their marketing department and say “Thank you!”
2. Is there any way that we could improve our business?
This is an open-ended question that gets your prospect talking about their experience with your company. If they answer dryly, “No,” then you’ll know that they’re not interested in the conversation- they probably just want to end it. However, if you get a long response with lots of specific examples, then this is your opportunity to ask follow-up questions and dig deep into their feedback!
3. Who would be the ideal candidate for our service?
This is question is a great lead-in to a more detailed conversation about your company, and it gives you an idea of the kind of person that will be ideal for your product. If they give a specific name, try to figure out what their relationship is with this person, as it could be helpful in future conversations.
4. What are some problems or pain points you’re currently facing?
By asking this question, you’re throwing all of your cards on the table. Your prospect will have a chance to list their problem areas, which will hopefully give you a chance to devise a solution. If they don’t seem interested, then try offering up one of your own business problems and see if they respond differently.
5. What was your biggest challenge when looking for a solution like ours?
Your prospect might not be interested in learning more about your product, but it’s likely that they’ll remember the roadblocks to their business success before now. If their company isn’t seeing traction and there were major challenges along the way, then you should try to get more information on what they struggled with.
6. How did you find your solution?
By asking this question, you’re trying to figure out if your prospect had to do any work themselves or if they were pointed in the right direction by someone else. This will give you great insight into their level of knowledge about your industry, and their power in the company.
7. Is there someone else at your company who would benefit from our service?
This is a great question when you want to upsell an existing customer- it tells you whether or not they’re familiar with other members of their team and if they’d be interested in expanding the business relationship. If they give you a name, try to figure out how you can pitch this other person without annoying your current contact.
8. What is the biggest pain point we could solve?
Since it’s best to ask open-ended questions that get your prospect talking, this question gives them plenty of room to share their thoughts and feelings about the problems that they’re facing. It’s a great way to determine exactly what it is that your prospect wants out of a product or service, and you might even learn a few things about the current culture within their business.
9. What services do you currently use?
If your prospect has been in business for a while, then they might not be using all of the products that they really need. This question helps you figure out where your product can fit into their current system, which might help with some information gathering later on in the conversation.
10. Are there any upcoming changes to your team or company?
It’s never too early to find out about company politics- especially if it will give you an edge in your industry. If there are any major changes coming up, then you’ll be at an advantage when making a pitch to their business, since you know that they’re looking for something that will help them stay ahead of the competition.
11. What are your goals for this year?
Figuring out where your prospect is trying to go with their business will give you great insight into the best methods of pitching to them. If you know that they want to expand and grow, then success stories and case studies should be your main focus. However, if they’re just looking to maintain what they already have, then competitive comparisons or product showcases might help sell your company’s services.
12. What are your goals for the next five years?
If long-term success is what you’re looking to achieve, then it’s best to figure out where your prospect wants their company to go over the course of several years. This question can really help you gauge if your product will be able to meet the needs of their business in the future, and if they’re willing to make a long-term commitment.
13. What services do you need help with?
While asking an open-ended question like this might be slightly more difficult than the others, it’s crucial for figuring out exactly what your prospect wants to solve with your product or service. If resources are limited, then it might be best to ask about anything that your product can help with- even if it doesn’t fit into the current scope of their business.
14. How does our offering compare to our competitors?
Since this question directly references who your prospect’s main competition is, you’ll need a solid understanding of who they are and what they offer. However, if you have that information then this question can give you a great idea of how your product is perceived in the market, as well as what they’re currently using.
15. What do you like/dislike about your current solutions?
Asking prospects why they stay loyal to their current providers will tell you a lot about their business’ culture and their satisfaction with a product or service. This is a great way to find out what you’re up against, and it might even be an alternative solution that your product can replace.
16. What data do you have to support this?
This is the kind of question that gives you a glimpse into how your prospect analyzes and evaluates what they’re currently using. If there’s a lot of data for them to back up their decisions, then it might be easier to prove the benefits of your business- and vice versa.
17. How does this compare to what you had in mind?
If you know exactly what your prospect is looking for and you’ve been able to help them find it, then this final question is a great way to wrap everything up.
In Other Words
Comment Below and Share Your Thoughts! What are your thoughts on these questions? Do you think sales calls should be this extensive or do you like to keep it short with only a few key points? We want to know what’s working for others in the Sales world. Comment below with your answer. We would love to hear from you!