7 Rules for Great Sales Questions

Hi,

During my tenure in Africa, I had the opportunity to build a great sales team for a CPG business from scratch. It was incumbent on me to transfer my skill sets in sales to my team and that meant accompanying them on sales calls , especially in the early days of their induction into the team and the function.

They observed and they learnt from me- and now I am sharing this with you all.

7 golden rules …7 rules for asking the right questions that deliver results…with some quick examples

• Rule #1: They flatter the prospect’s ego without seeming smarmy.
  Bad: “Where you did you buy that elegant suit?” 
  Better: “How did you learn so much about this industry so quickly?”
• Rule #2: They show respect for the prospect’s unique knowledge.
  Bad: “What’s the reporting structure of your department?” 
  Better: “What was the thinking behind your organizational structure?”
• Rule #3: They don’t sound like a question from a job interview.
  Bad: “Where did you work before you came here?” 
  Better: “How have you been able to use your experience here?”
• Rule #4: They provide an opportunity for the prospect to expound.
  Bad: “Do you have a budget?” 
  Better: “What’s the process for securing a budget for this type of product?”
• Rule #5: They provide a change of pace from the prospect’s day-to-day routine.
  Bad: “What are your responsibilities in the organization.” 
  Better: “What do you enjoy most about working here?”
• Rule #6: They provide a smooth launch pad into the next topic.
  Bad: “Are my competitors calling on you?”
  Better: “Can you step me through your decision-making process?”
• Rule #7: They build on something the contact just said.
  Bad: “Not to change the subject, but are you interested?” 
  Better: “Based on what you’ve said, how can we best work together?”