Sign on the dotted line…
Day 52 – 313 days to go
You are in the meeting with a client, you know the sale is close, you can smell it.
But…
Oh that objection!
You have heard it all before:
- I am too busy,
- I need to speak to my partner,
- it is too expensive,
- I want to think about it.
Could it be that you didn’t ask enough questions upfront?
Or you didn’t do a trial close to test the customer’s reaction?
Or could it be you did your best and the customer isn’t ready to buy?
Asking Questions to uncover objections
Here are some questions that I find very useful in a sales meeting to determine my customers mindset, buying ability and time frame. They are not in any particular order – all depends on the meeting, the client and the conversation.
- How effective is your current provider?
- What things do you like about your current provider?
- What things do you dislike about your current provider?
- If you had to change one thing about the current service you are getting what would it be?
- What is your current turnover?
- What are you currently doing in terms of marketing?
- What is your budget for this product/service/project?
- What impact will this product/service/project have on your bottomline?
- If things don’t change, what do you see as the problems?
- If things do you change, what do you see as the benefits?
- What are your top 3 challenges?
- How would you rate the importance of making the changes on a scale of 1 – 10?
- What do you need from me to help solve your problem?
Who is talking?
I have other questions too. I go with the questions already written down – I have found most clients impressed by the questions and the fact that I take notes. My meetings are about the customer – 80% of the conversation involves the client talking, 15% of the conversation is me asking questions and the last 5% involves speaking about my company and services and how we can help.
Be inquisitive, be daring and see the response. (Please make sure you do this in the right tone and with the right attitude!)
