Comments on: What Are Your Favourite Sales Questions?

By: Gavin Ingham

Gavin Ingham — Mon, 19 Dec 2011 16:13:26 +0000

Jack. You’re right. The art of keeping things flowing naturally and without any pressure is critical for sales success. Stagnant sales conversations are as unappealing as stagnant drinking water… unattractive, murky and leaving a bad taste in your mouth.

By: Jack Propps

Jack Propps — Mon, 19 Dec 2011 15:51:08 +0000

I always like to end a conversation with, “Whats the next action step then?”. It continues the flow of activity and gently commits my customer or prospect to a friendly request. If they ask and I try to comply it builds on our relationship.

By: Gavin Ingham

Gavin Ingham — Sun, 26 Oct 2008 05:21:30 +0000

Craig

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

By: Craig

Craig — Fri, 24 Oct 2008 09:46:00 +0000

I worked for many years selling business summit packages to MD's of a variety of Vendor companies. At these Summits a series of face to face meetings would be arranged between the decision makers who attended for the conference programme (buyers) and vendor companies (sellers). The idea being that if they sat down and had 15 qualified sales meeting with prospective buyers they would come away from the event with a great return on investment.

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?

By: Personal Plug

Personal Plug — Fri, 10 Oct 2008 20:22:28 +0000

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