The 4 BEST SALES QUESTIONS TO ASK that determine if someone will buy

Successful sales executives and sales leader know how to infuse a know, like and trust factor into each sales meeting, ask power questions and win deals. One thing to remember: the ability of the sales leader to secure in person/face to face meetings (This is an important part of this article and all explain it at the end) is also critical to the sale!

One determining factor for winning a deal is the sales reps ability to ask powerful questions. These include “probing” “discovery” “open and closing” questions.

Over the years I've discovered there are over 100 questions you can ask that will help you win more deals. After you've gone through most of your questions I can tell you this for are the best to ask and also critical in determining whether a sale will be made.

The 4 best questions you MUST ask before a sale is made.

1. Does the buyer have a significant problem or opportunity that your product or service addresses? Why hire or buy from you if a problem they think doesn’t exist or a product that doesn’t address a distinct need? If you have an amazing CRM software solution that produces instant reports with forecasting information and eye-catching graphs, but the customer really likes using excel, there is no need for your solution - No need no sale.
2. Does the buyer own the problem? Can they act? Are they responsible? If not, you are talking to the wrong person. When making calls to reach a decision maker and wind up speaking to someone who ‘gathers information’ ‘you have to be on the AVL (approved vendors list) or says ‘everything goes through me’ you’re speaking to the wrong person. STOP and remember they don’t own the problem. They are empowered to gather information, but they don't make the decision on whether to buy or not. They buyer must feel responsible and empowered by the leadership team to deal with the problem. No responsibility and ownership, no sale.  
3. Does the buyer have a healthy dissatisfaction with current offerings? – If you were competing against an incumbent you need to make sure that your value proposition is so significant that the buyer has no choice other than to look to you as an alternative. I would caution you that if the dissatisfaction is not quote healthy and quote the customer will not buy. “People will only buy when they know and fully understand there is a significant enough GAP between current performance and their desires. You need to show the prospect the GAP not just tell them they have one.
4. Does the buyer trust that YOU are the best person for the job? The client can have a problem, own the problem and be empowered to act and I can have a healthy dissatisfaction with current offerings, but if I don’t trust YOU or your company to do the job, there won’t be a sale. No trust no sale.

If you want to sell anything these 4 conditions must exist.

👉 Please share this out with sales teams who need this now. 👇

Live with Passion!

Anthony

Find Anthony at www.THEAJCGROUP.com #sales #B2Bsales #socialselling #solar #leadership