THE SALES SUPERSTAR'S GREATEST QUESTION
Q:
Dan,
Please help me with any advice on the best qualification questions that I should be using with my prospective clients. I can't afford to spend time on bad deals that I won't win.
Sam
Portland, Oregon
A:
Sam,
Thank you for your question.
I agree with Robert Half when he said:
"Asking the right questions takes as much skill as giving the right answers."
In fact, I might take a stronger position and state that it takes MORE skill to ask the right questions!
I would like to share with you the most powerful question that you can ask a client. It is a question that will position you for tremendous success.
You should be very familiar with all of the BMPCC qualification questions from my previous TTS newsletters. These questions are important. The only problem is that these questions will help you but don't help the client.
There is one question, however, that is tremendously helpful for both you and your client.
I call it "The Sales Superstar's Most Powerful Question." It is a question that is so simple and yet so difficult for average reps to understand.
The Sales Superstar's Most Powerful Question is:
HOW WOULD YOU DEFINE SUCCESS FOR THIS PROJECT?
Here are the five reasons this is so powerful:
- You will instantly gain trust and be differentiated from your competitors.
- The question is focused on the customer--NOT you, your company, or your solution.
- Once your client defines success, you have a spectacular opportunity to consult, guide and provide insight by discussing The Three Keys To Project Success.
- You can tie your solution directly to the client's key success factors which will make your offering very desirable.
- You can then ask logical follow up questions related to client success such as:
- How will you measure and track the success?
- What are the potential barriers that may inhibit your success?
Remember, Sam, that defining success will help you to help your client. Demonstrating how you can assist your client achieve success is always much more powerful than focusing on your product.
Your client's trust in you will be earned by asking the right questions--NOT making presentations.
All the best,