What Should You Really Ask...?

What are the top 3 questions that salespeople ask, and what is really worth asking?

If you want to become a better salesperson, then you should read this. and if you are not in sales or marketing, then you want to read it as well, in order to become a better buyer...

Q1. What do you want? 

If you facing a client and you don’t know what he wants (or what he needs), then how you expect to make a sale?

Most clients wants you to come up with the solution, and not ask them for it.

Q2. What is your budget?

Although it’s important to know your client’s budget, it’s a bit tricky to ask this question since in most cases, the answer will be vague. 

Remember, your service or your product is not determined by your client budget, but by the value you present. 

Q3. When do you want it?

I’ve never met a client who answered this question “take your time, whenever you ready…” In most cases the answer will be “now / yesterday / tomorrow”. 

Just a quick reminder - time is irrelevant, if you spend it well.

So, what questions should we ask? 

Q1. What is your current situation?

This is a great starter-question since it open the dialogue to really hear from the client about his status, the things that he desires and the problems he is facing. 

PRO TIP: 

Always do your research about your prospects. It will allow you to have an active dialogue with them, and to show knowledge and empathy about their current situation. 

Q2. Why did you say that? 

I love this question for several reasons;

- It’s a great question to identify false objections

- It allows you to “go deeper” and understand your client better 

- and last but not least it simply create a stronger connection between you and the client 

PRO TIP:

This is a powerful question, and yet it has to be asked in the right dosage, otherwise it can create the opposite outcome.