Find out which 3 sales questions to ask in a first sales meeting to make it a resounding success.
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Hi Ago. It's Peter Beckenham and I just wanted to congratulate you on sharing these 3 simple but extremely powerful questions. After 36 years in sales, I must tell you that your 4-minute video contained more value than many of the sales training that is being offered right now
Hi Jordan - not sure, really. My area of expertise is B2B sales, and I don't really have any industry expertise similar to what you're describing. That being said, I'm guessing a variation on these questions might go a long way.
great content sir, but please ask someone to review your videos before uploading, half of the have a high-pitched ringing/buzzing sound that drives me nuts and makes it hard to watch. It's really high-pitched, it may be hard to hear. If you can re-upload without the buzz I will re-watch everything!
In my eyes he is trying to gain information (not instruments) to work WITH (not against them) in order to determine if they are genuinely interested and if they truly need the particular product or service or not.
High level sales is about being able to determine a persons needs and effectively communicating information relevant to the customers situation in order for them to be able to make an informed buying decision.
Someone who lies and manipulates people into buying stuff is a conman not a sales consultant. Not knowing this usually comes from having little knowledge about the industry you are talking about.
Not really. He wouldn´t be able to set a meeting with the prospect in the first place if the prospect didn´t feel a basic need to change the present situation.
The prospect have already agreed to a meeting and is well aware that the salesperson will ask question with the intention to find a solution to the initial problem.
So, I am selling DirecTV in stores. What do you think of these variations?
1. How has your time with Comcast (provider) improved over the last 6 years (time frame)?
2. Where would you like to be, take advantage of, or wish to have with Comcast?
3. What's holding you back from taking advantage of these things or switching providers entirely?
Great insight...however, I am not sure about #3 (feels negative), if I ask those first two questions . I would rather ask: ''How do you want to get there?"
This, I believe, would provide more ground to explore. Apart of getting to know their pain in a nutshell at first and then use more difficult questions and assumptions to help them explore the dark side of their moon! :(
....you also allow prospects to use their creative side, to share their thoughts and plans for business development. Prospect would be able, to deeper explore their needs and acknowledge them! :)
Hi there - thoughtful insights, thanks for sharing. And yes, you really need to cover both angles. I typically like referring to afflictions ("the things prospects want to move away from/have less of") and aspirations ("the things prospects want to move towards/have more of").
Covering both angles ensures you uncover the widest possible range of reasons why a prospect would want to work with you, and you're seen a thoughtful business partner who helps broaden their mind and asks great, probing questions.
Thanks for this - (variations on) #1 and 2 are great questions to ask, to gain clarity on the purpose of the meeting and qualify the opportunity for both sides.
Not sure if I'd use #3 myself, most sales I am involved in require a longer sales cycle with several stakeholders involved. But if it works for you ...
Thank you Ago, I really enjoyed this video and the more direct and honest approach to selling. Here are my initial Questions to a new prospect on the phone or in Person Meeting.
1. Mr. Prospect why am I here ?
2. What are we trying to accomplish during this meeting?
3. What do you need from me inorder to do business today (or Not).
I believe in a very direct,aggressive and honest form of selling inorder to cut to the chase or fire the prospect. Thanks Again. Claude Diamond-author of G.U.T.S.
Philip - glad to hear you liked the "three questions". Do me a favor: let me know which results you've been getting using them. Would be very interested to see if they're as powerful for you as they were for me.