If you’ve been around UpYourTeleSales long, you know I believe salespeople need to craft conversational qualifying questions.
Today’s question is for inside sales leaders and managers:
What are your Top 3 Opportunity Quaifying Questions
NOT the ones you believe salespeople need to ask. The ones YOU ask your salespeople during deal reviews!
Back in the ’90s I worked for Scott Stowell who asked me awesome questions whenever I brought a deal to him for approval. He also made it a habit to ask questions until I didn’t know the answer -> not to show me up, rather to make sure I knew enough to WIN (plus I think it was partially to remind me there was always more I could ask and uncover).
His questions helped me become a better salesperson, because by asking me thought provoking questions I understood my customers/prospects more… and consequently sold a lot more than I would have without him pushing me to be a better qualifier.
Here are a few to get you thinking:
- Out of curiosity, did you call them or did they come to you?
- Why do they need __________?
- What’s the business driver behind the request?
- What are they hoping we can do?
- How will they be choosing what vendor they use?
- When…
… do they need your information?
… will they make their decision?
… actually order?
… need to be finished? - What happens after you send them the quote/proposal/information?
- How will they decided _____________ was a success?
Make sure your team KNOWS your top 3 and comes to you with answers when they bring you deals for approval. Then ask be like Scott and ask them one more 🙂