Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Asking The Right Questions > NetSparsh - Viral Content you Love & Share

Asking The Right Questions

On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. So, how do you gather enough information to qualify your prospect and, at the same time, set up the meeting?

First, make a list of all the information that you would like to gather from your prospect. Then, look at your list and decide what information is crucial and what information can wait for later (either later in the conversation or later at the meeting). Ask the crucial questions first. Then, if your prospect is chatty, you can ask the rest of your questions. If your prospect is brusque or to-the-point, ask the questions you need to ask, set the meeting date and save the rest of your questions till then.

You should, as much as possible, "prequalify" your prospect. Find out as much about the prospect and prospect company as you can. Once you've done that, eliminate the questions to which you already have answers.

There is no reason to ask a prospect, "Are you the person who purchases??" or "Are you the decision-maker?" If you have done your homework and prequalified your prospect, you should know the usual title of the decision-maker and/or in which area or department you will usually find that decision-maker. The rule is always to try to reach the highest level person whom you believe might be the decision-maker. If your decision-maker is usually found in the Human Resources area, ask for the Senior Vice President of Human Resources. When you have a conversation then, there is no need to ask, "Are you the decision-maker?" Of course they are! Or they may have delegated that authority, and if so, they will tell you that and give you the correct name.

Ask questions that solicit relevant information. There is no need to ask a prospect, "Are you familiar with? (your company, your product/service)?" You won't be getting any useful information with this question. It really doesn't matter if they are familiar. If they say they are, it does not guarantee that they know everything they need to know to understand the value of what you are offering. If you want to make absolutely certain that your prospect does understand the value of your offer, you must tell them. If they are not familiar with your company, why then, you still have to tell them.

It is far better to simply stay in control of the introductory calling process by telling your prospect what you would like them to know. Ask your questions on a real "need-to-know" basis. Keep them short and to-the-point, and then ask for what you want.

Wendy Weiss, "The Queen of Cold Calling & Selling Success," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Forbes

Never Say These 5 Phrases in a Sales Conversation
Forbes
Maybe they're still green and have a lot to learn or perhaps they shouldn't really be in sales. Whatever the reason for these uncomfortable conversations, they make us not want to buy, even if we're interested in the product or service the company is ...


Rising rates, slowing home sales expected to hurt remodelers
ABC News
General contractors and other small businesses in the home remodeling industry can expect revenue to slow in 2019, the result of rising mortgage rates and sluggish home sales. That's the prediction of Harvard University's Joint Center for Housing ...

and more »

Printing Impressions

5 Keys to Sales Success
Printing Impressions
If you called and asked me what his secret was, I don't think I can really give you any one answer. Is he a sales superstar? Based on his results, yes. But Jeff had no sales experience prior to buying a franchise. Is he in a lucrative market? No. Not ...


Reuters

France avoids question on Saudi Arabia weapons sales
Reuters
President Emmanuel Macron has sought to downplay the importance of relations with Riyadh, saying last Friday that Saudi Arabia was not a major client of France, although his defense minister told lawmakers those arms sales were crucial for French jobs.
Germany is freezing arms sales to Saudi Arabia until Riyadh tells the truthQuartz
Germany halts arms sales to Saudi ArabiaThe Hill
Germany halts arms deals with Saudi Arabia, encourages allies to do the sameWashington Post
Express.co.uk -Sputnik International
all 3,855 news articles »

TechCrunch

EBay launches smartphone sales program
MarketWatch
EBay Inc. EBAY, -0.90% said Monday that it has launched a program, eBay Instant Selling, to help consumers sell used, unwanted smartphones. Users will get paid instantly with an eBay voucher once the phone is listed. An eBay study showed that 40% of ...
Sell phone | eBayeBay
eBay Launches New Program for Consumers to Instantly Sell Their Smartphones - eBay Inc.eBay Inc.

all 26 news articles »

Reefer Mania: Day One Sales Across Canada Could Top C$27.9 Million
Seeking Alpha
Strong sales figures for provinces across Canada on day one of legalization. I estimate that first-day sales were worth ~$28 million in ~212,000 sales, including both online and retail store sales. The focus moves from legalization to supply shortages ...

and more »

Glens Falls Post-Star

Two arrested for alleged crack cocaine sales, possession
Glens Falls Post-Star
QUEENSBURY — Two people were arrested Friday in connection with the sale and possession of crack cocaine in Queensbury, according to the Warren County Sheriff's Office. Georgio A. White, 30, of Albany, was charged with felony counts of criminal sale ...


Charlotte Observer

Red Ventures ends sales training program, with dozens of young workers impacted
Charlotte Observer
The fast-growing Internet marketing firm just south of the state line started the two-year Sales Associate Program in January as a way to reduce turnover in its sales department, as well as groom recent college graduates for careers in sales ...


AppleInsider

Bearish analyst fears weak iPhone XS & iPhone XR sales, but still expects ASP to climb
AppleInsider
After just one day of preorders, Zhang believes the initial sales of the iPhone XR are weaker than previous expectations, with 12 million units thought to be shipped to retail channels before October 26. Shipment estimates for the iPhone XR are also ...

and more »

USA TODAY

No more marijuana? Canadian pot 'craze' creates shortages days after sales begin
USA TODAY
Days after recreational marijuana became legal in Canada, our neighbors to the north may already be running out. Long lines and swamped websites greeted the first day of marijuana sales Wednesday. SDQC, which manages sales in Quebec, recorded ...
SQDC 'expects serious supply challenges' after cannabis sales boomMontreal Gazette
Canadians welcome legal pot sales, put up with supply issues on opening dayCBC.ca
Canada Just Legalized Recreational Marijuana. Here's What That Means for You.Esquire.com

all 268 news articles »
Google News

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

Selling To Women - Selling To Men - It Isnt the Same

Selling To Women - Selling To Men - It Isn't... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More