5 (Powerful) Sales Questions To Ask A Potential Client To Determine Their Needs
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- Опубліковано 14 сер 2019
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1. Tell me more about that challenge.
I'm going to assume that you've already engaged the prospect in some conversation about their challenges or their concerns or their needs and so what we want to do is think of it like an onion right?
What you want to do is go so much deeper than that outer layer. you want to get to the inside, and so you want to start to think almost like a psychologist the initial thing that someone says is virtually meaningless. What matters is what comes out when you peel back the layers.
2. What's a recent example of that?
They've mentioned a challenge they've told you a little bit more about that. And now what we want to do is take it from academic to real prospects will talk about challenges and there they are academic.
3. What does that translate to in dollars?
You can start to translate the challenges that your prospects are bringing to you translate that into Dollars. Then that's where you're getting them to tell you the value of the problem. That's where they're getting the actual value of the solution.
If you were able to solve this challenge, what would it mean in dollars and suddenly, that's why they come back with well if we're able to solve that.
I mean that's at least five million dollars in additional sales that we could be achieving. He just had five million dollars, right? That's where we're starting to get to the value. And that's also in their head. They're planting the seed for themselves the importance of working with someone like me.
4. Why is this an issue right now?
This is important because so often is this and even just human life is about doing triage, right?
You're getting them to think about solving the challenge that they mentioned, but at the same time, it's also reinforcing in their head. Yeah. This is important to solve; I'm talking to this person who's asked me some compelling questions to get me to articulate why I care about this stuff.
You're creating that relationship, you're creating that trust, and ultimately you are the obvious choice.
5. How is this affecting you directly?
This is a crucial question because so often, challenges are focused again on this kind of academic setting where it's affecting the organization.
It's another way of getting deeper into what they care about. So again unpack that for me is one of my new favorites. Since that I'm using learned this from a salesperson when I was working with, and they said, you know, I use the phrase unpack that for me, and it's just a disarming way to get a prospect to go deeper in what they just said.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Q
Asking how much it is worth in dollars gets them to establish the numeric representation of their actual estimation of the value. Doing this right lets you lead them to see a figure that is higher than you actually charge. I think you can all see the benefit in this!
Great input. Thanks
Marc, your are the galaxy master of psihology and communication. Well done man, great value is packed on this tutorial!
This was absolutely amazing. I love all your videos, but this was really one of the best.
Fantastic! I have been in sales for 25 years and now teach at a college. Concise instruction with depth.
Christine Summers mam you don’t know but in India it is very hard to sale a product to go at a company door
Would you like to share more details about make sales with me !....?
Wow really great , being almost 25 yrs in sales. , Great achievement
So much value in these videos! Thank you for this Marc!
Thank you for these great videos! I'm starting to fall in love with the "sales" process 😅😅 you unpack it so well and show how it's about curiosity!
I love these open-ended questions. I will use these to get conversation going with my prospects. So good!!!
One of the best videos of yours and I discovered this video just now! Thank you Marc
Thanks Marc your best video ever - spot on!
1. Tell me more about that challenge
2. What's a recent example of that
3. If you could solve this issue what would it look like in dollars
4. Why is this an issue right now (*good question)
5. How does it affect you directly
Thank you for sharing Value Marc!
Brilliant Marc. Thanks, really enjoyable and useful.
great video! you should expand on this particular subject and discuss more questions!
You are a sales god. Thank you sir
Hats off . Great work man!
Incredible video! I utilize this concept but not in the manner of which you just presented. I appreciate you!
Thanks for the advice Marc!
Appreciate the lessons you shared! 💯
Great video!! Love the tips!!
It was amazing informative video. I learnt so much from your videos. Your explanation is way better. Thank you for uploading these videos.
Great stuff!
This is amazing. Thanks.. I'm following you
Fantastic!
wow these are very powerful questions!
Great content!
You getting me prepared for my next role in an outside sales for b2b. I'm taking all these tips and soaking them like a sponge.
People buy from people they like and trust. Do not take a subordinate disposition in your client relationship. Be a peer. Use step selling to eliminate objections. Use your greeting and introduction to get them to like you. Qualify your business and ask if this is a business they could work with. Get the customer’s needs to line up with the product you are offering. Set a higher price expectation than what you finally bid the job at. Ask for the sale. Isolate and overcome the objection. It will usually be about price. Make a value added proposition to lower price. Never drop your price without a concession from the customer. i. e. , Can I put my sign in your yard? Close deal. Follow up. Repeat.
Terry Quelet this is GREAT. I’m starting a new sales role soon too and I’m taking this with me. Thank you.
@@douglasbright8957 Good, D. I was trained by the best. See Brian Tracey videos on line.
Appreciate it
Really appreciate your knowledge share! Wishing you continued successes.
this is very good.
Great content I would luv something more geared to freight brokers
Thank you
This is Really Great, I Appreciate It! Do you have any videos on getting past the gate keeper? say im prospecting for Chiropractors as an Agency!
Networking
Getting So hard to pass a gate keeper for me too
This one is great!! Where can I find your academy, or respectively learn deeper from you online?
This sounds a lot like the Sandler Sales Pain Funnel.
You got a new like 👍
Thanks
This was amazing my man!
Intresting
Hi Marc,
Your videos are always focusing on the intangible goods.
Can you please provide solutions for services provider?
I'have a travel company.
This 👆
Even deeper
Awesome
I agree with just about everything he says, although with the "5 questions" he's got a couple of them out of order. You must find out the impacts and costs that the issues/problems are causing BEFORE you ask about the how much money solving the problem will save them. You have to ask the impact question first because it gives you an opportunity for the contact to list the various impacts/costs. By going to the "money saved" question first there is a danger that the contact will close over and/or forget about all of the implications and impacts of the problem. Marc's philosophies and teachings are correct, however I really think he has simply taken S.P.I.N. selling and repackaged it - only not QUITE as good.
thank you and are you dan lok's student?
lol Lok is a charlatan
I like white and blue dresses !
Leonora Dompor why ? Why not pink and pink dresses ?
Do you ask these questions before starting a presentation or before the presentation stage?
*5+2 questions to determine the customer's need*
1. Tell me more about that challenge ?
2. What a recent example of that??
3. If you could solve this what would it mean to you in dollars??
Even consumers can trans...
4.why this is an issue right now??
5. How is this affecting you directly ?
*6. Help me understand..Why do you say that ??*
*7. Unpack that for me*
A.m .A.b to
The outer layer is not important 👍👍
Im a real estate sales person help me with how I can approach a prospect
2 years ago you were 10 years younger :)
Great video, thanks! I have one question: you are starting at a point where the prospect knows his problem and tells you. What if they refuse to actually say their problems or, even worse, what if they don't realise the problem because they are so used to this lifestyle that they can't dreamfor a better life anymore?
First of all B2B is different from B2C.
But I remember Marc saying something along the lines of: if they don't have this issue then they are not a good fit.
Which I have to agree with. Just move on and find a better prospect for your product or service.
Not point in trying to sell a Ferrari to someone on welfare.
Second is your tone and your way of asking.
If you ask people in the right way they will open up and start talking. Especially if you are just asking about challenges and not some trade secret.
Lastly. B2C would be about selling a combination of a lifestyle and idea, think big brands and how many of them are just average but has good marketing, and solving a problem.
Say you walk into a coats store.
You have a problem: it is cold and I need a coat. But you are limited to sizes and budget and all sort of things for example.
Yet why do people buy stuff and even end up in debit?
Well. You offer a stylish coat that will A solve the problem, and B get the buyer all the chicks, or her female friend's jealousy or the approval of god or looking like a boss or whatever you can sell to your customer.
Now you are still tackling the main problem. But you are justifying giving then an extra 100$ coat because of other stuff that they dream or want to have or whatever it is you can use.
Even cold calling. if they don't hang up right away then they expecting something or hoping for something.
And back to B2B, you should be talking to the actual people in charge of the actual thing.
And if you ever deal with a business that is absolutely content and say they have no problem or can't improve, hang up immediately and delete their number.
Marc, it's interesting to know that challenges when prequestioned, is that necessarily having a preprepartion to the next possibilities of tasks in hand of client.
Or to sales pitch and focus more about as solutions provider...
@markwayshak can you do a video on how to build a rapport and trust with the potential Prospect so they feel more comfortable with these questions being asked to them?
Go read how to win friends and influence people
Great questions . But when I start a question with “why” I feel like people get defensive because they have to explain themselves. Some will gladly open up though
re-word it so that you can ask the why question without using why
Why do you think X started to be a problem in this company?
Do you think you can put into words how X became a problem with this company?
Something like that I guess.
Only use why questions that are in your favor and you know the answer is obvious: "You're a smart guy, why would you need my help with this?" Note how I used a softener first.
But always use "how" and "what" questions.
Instead of "Why do you think that?" Change to "What makes you think that?" Or "How did you arrive at that conclusion?"
Replace "WHY" with "HOW DO YOU THINK" and attach the questions.
I have got amazing results..
All the best
I don’t buy shoes i buy sandals !
So much knowledge you have, sir. Mas vem cá tu é BR?
First one is not a question 😁
I like dresses!
Why do you say tha?
Dig deep till they start to weep (not literally)
I am a female God, gather all my data and sell give to me my needs !
#weneedtogodeeper 😁
I don’t buy expensive Hermes bags and accessories!
1:51 that's what she said.
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Ok… and what if your prospects say: Nope, I don’t have any problems. We are doing all good with our tools. Then what? You are assuming that your prospects will know or share their problems…
Anyone here from air compressor sales engineer?
Number 1 is not a question! 🤦♂️
you think a lot about sales because of that your beard became gray.....
I like this guy..I just wish he would stop bouncing
The skillful breakfast concurrently approve because sphynx univariably judge including a unarmed liquid. handsome, forgetful mile