Thanks for your input and for those great questions. Questions which get people visualizing actually using your product, service or solution are indeed very powerful…

One of the keys for a successful life is the realization that we get what we focus on the most…

When we ask questions of our prospects or clients we focus their mind and their train of thought. Questions like, “Do you think you’d bring your team to this summit?” get people thinking of benefits versus negatives. They can easily conclude that they won’t bring their team along!

Asking, as you did, “Which members of the team would you bring to the Summit?” Focuses their mind on the positive side of the equation only and along with your later questions gets them thinking about the value of working with you and of coming to the Summit with their team.

Great tips and a great share.

Gavin

I always tried to ask questions targetted at the period after they had signed with us. In answering these questions their mind is already partially accepting that they will attend the event.

- Which members of your team would you bring to the Summit? Who would be most effective at selling to decision makers in this focused face-to-face environment?

- What is your contingency plan for increasing capacity/production should you come away from the event with several contracts?

After asking them who their ideal prospect company is.

- As a result of this Summit, if you succesfully deliver on a contract in X area of Y company, which other areas of Y company could you sell your products into?

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1) How many of these would you like to buy? (As opposed to ‘will you buy it?’ [singular]) Takes the edge off, and usually lightens up, the boring and far more serious ‘when can I expect your order?’ – to which “never” can be a reasonable answer.

2) So, what have you done about this? (In response to their description of their need/problem.) It shows me where they’re at. Have they done nothing? Are they flustered trying to reply – ie there’s little internal thought on the matter and no-one’s sure who should answer; or ‘we’ve done this …’ so they’ll understand the value of my offer clearly, ’cause they have thought about it and appreciate their own problem/need.

3) Who can veto the purchase? Which unearths any heierarchy above the person I’m talking to. Not one of mine, this, but I liked it.

Kind regards
Matt

Welcome to the September 7, 2008 edition of Corporate Vigilance presenting an array of opinions, instruction, and helpful information as it relates to business and personal finance….

Hope you’re well. Just a couple of jotted answers – not sure if they are more focused to my line of work but please have a quick read when you have a moment.

1. What qualities do you look for in this product/service?

Being an open ended question it requires a more thought out or thorough response than yes or no. The client tells you exactly what springs to mind first and this gives you a good base to progress your conversation, rather than rambling on about all the other benefits of a service or product that you are selling which may make the client disinterested and give them opportunity to end the call, you can focus your response directly into an area where the client is interested to hear more and give yourself a good ground to build a relationship on the call as well as selling the product/service.

2. When was the last time you looked at comparative services/products in the market place? Why didn’t you look at us?

This may be focused to my line of work but again being an open ended question it requires a better response than yes or no and makes the client interact with you.

The question also makes the client think consciously about when they actually did look at comparators. They may not have looked for months or even years which places a trail of thought that they may actually NEED to look at comparators. It gives confidence to the client that you must be a good service provider or selling a product that is one of the best in the marketplace to have confidence in saying this.

If they say I looked last week or I have reviewed this recently, you can ask why they haven’t contacted you or looked at your product/service which may also give you ideas on how to focus your marketing strategy (eg I used the internet, I looked at local suppliers etc).

In the right call this question is key in finding a good opportunity to progress a call to a meeting with the client.

3. What have you got to lose?

It may sound a little cocky but in the right conversation at the right time this can be a clinching question, “….well nothing” would be the answer given in 99% of cases, again giving you a clear opportunity to follow on with a meeting or further the conversation to actually going ahead with your service/product there and then.

Less than 1% of answers would include “my time” which I think I have only ever heard once in 6 years in the job.

This is my wall breaking question to seal a deal – the client has listened to what you have had to say about the service, you have been through what the client is looking for and if there is an opportunity. Therefore this question towards the end of a conversation for me is the light hearted one that brings the wall down. “We’ll see you next week” or “ok sign me up” is the usual way a call would end for me after this question.

Hope one of these may be of use. Have a good day.