You can attribute a lot of good relationships to perfect timing.
When you connect with the right person at the right time, everything seems fine.
This is especially true for sales.
Connecting your advance too early means that they will not be ready to buy.
But if you wait too long, they may have passed to a competitor.
Unfortunately, finding the perfect time to connect with a customer is complicated.
It's not like you could set a timer that ding when they're ready to connect.
Instead, you must qualify your prospects yourself.
It's always important to connect with your prospects to find out where they are in the buying process.
Asking questions, getting feedback and establishing a relationship can put you on the right track to be available when they are ready to buy.
To help you qualify your sales prospects, here are 25 questions you should ask.
The relationship is the most important part of the conclusion of a sale.
When it comes time to make a purchase, your consumers will not buy anyone.
Instead, they will turn to someone they know they can trust. Unfortunately, only 3% of people trust marketers and sellers.
<img src="https://businessdigit.com/wp-content/uploads/2018/06/25-sales-questions-to-qualify-your-prospects-faster.png" alt=" marketing and sales have a problem of trust" class = " alignnone full-size wp-image-37353 "/>
To be there when they are ready to buy, you want to work at establishing the relationship right from the start.
To lay the groundwork for the business relationship you are creating, here are some questions you should ask.
1. How did you hear about us?
Potential customers should come from different angles.
In fact, buyers usually consult close to five different sources of information when they decide on products, suppliers or services.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/25-sales-questions-to-qualify-your-prospects-faster.jpg" alt=" Sources of Information used by Buyers "class =" alignnone size-full wp-image-37354 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/25-sales-questions-to-qualify-your-prospects-faster.jpg" alt=" Sources of Information Used by Buyers" class = "alignnone size-full wp-image- 37354" />
Some may find you on a social network while others may have participated in a webinar that you hosted.
Referrals are another popular way to find new suppliers or agencies.
Clients or clients who come to your home by reference actually have a lifetime value of 16% higher.
Know how the team leader helped you understand the best way forward.
If the lead is a referral, it can strongly influence their willingness to work with you.
You can take advantage of this relationship to gain the advantage and convince them to buy.
If they found you a source of more traditional lead generation, you can better understand what aspect of your brand interests them.
2. What are you looking for in a new supplier or agency?
Ask your prospects what their "dream" supplier or agency would look like.
Ask them to indicate three key factors that they expect from a new supplier or a new agency.
For buyers, the most important factors of a new pairing are process adaptation, adaptation to growth and the achievement of measurable results.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_123_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" priority mismatch in sales "class =" full-size alignnone wp-image-37356 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_123_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" priority incompatibility in sales" class = "alignnone size-full wp- image-37356 "/>
Although you do not fit this description perfectly, it can help you better understand what they are really looking for.
Then, think about how your business fits the description that she created.
However, do not try to make them believe that you are exactly what they are looking for, especially if you are missing key components.
Instead, be forthright and honest about what you can provide and how you can help.
This kind of honesty can work wonders for the relationship you are creating.
3. What attracted you to us?
Try to find the features or qualities that brought you to your prospect.
Whether it's your unique branding or your pricing strategy, understanding why the prospect likes your brand can help you better understand where their priorities lie.
Knowing their favorite points about you can also give you an angle to focus on during your conversations.
For example, say that a track mentions that your prices have attracted you the most.
This means that they probably stick to a tight budget.
When you take the initiative to make a purchase, you can focus your conversations on prices and budgets.
This personalized approach can convert prospects more quickly and help the prospect feel like you're taking care of them.
4. How can we help you make this decision?
Each prospect has something that holds them back.
Whether it's budget or not knowing exactly what they need, you want to find the obstacle that prevents them from withdrawing their credit card.
Finding where this hurdle is can help you qualify your prospects faster.
Ask your prospect what you can tell him or offer him to help him say "yes" to an offer.
Do not forget to listen to their unique challenges and fears.
Even if you try to qualify multiple leads at once, you want everyone to feel special.
5. Who else is part of this decision-making process?
On average, 6.8 people are part of the B2B decision-making process.
Unless you work with very small businesses, you will probably have to convince more of a person that you are the right agency or supplier to work with.
However, 90% of people said that there is usually a member who pushes the decision in their own way.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_441_25-sales-questions-to-qualify-your-prospects-faster.jpg" alt=" Decision making process in sales "class =" alignnone size-full wp-image-37357 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_441_25-sales-questions-to-qualify-your-prospects-faster.jpg" alt=" decision-making process in sales" class = "alignnone size -full wp-image- 37357 "/>
To make sure you establish a relationship with all the right people, you want to know exactly who is involved in the decision-making process.
You will also want to know where this individual fits in this process.
Knowing whether you're dealing with the CEO or the manager can make a major difference in the way you present your solutions.
Discover the problem
Before a decision can make the decision to work with you, they must understand why they need a change.
You can do this by helping them find the problem with what they are currently doing.
According to Gong.io, the discovery of business problems should constitute the majority of your discovery calls.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_44_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" Effective Sales Discovery Calls "class =" full-size alignnone wp-image-37358 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_44_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" Effective Sales Discovery Calls" class = "alignnone size-full wp- image-37358 "/>
Chances are, they probably know that something is wrong.
However, they may not know exactly what needs to change, so they do not know why they need your help.
By bringing the problem to the surface, you make your customers more aware of the situation.
By focusing on what is going wrong or late, we can encourage them to look for a solution more quickly.
You can help them find their problem with these questions.
6. What resources or solutions have you tried in the past? What happened?
Ask your prospects to talk about what they've already tried.
This can help to see if you can offer different solutions.
It also helps the manager to recap what he has already experienced.
Going back and covering all the things that they have tried and failed, they can begin to understand the solution that they might be looking for.
In addition, covering the things that brought success can give you insight into the behavior of their audience.
Arjun Varma, sales director at Quantcast, uses the tactics of "ask, define, explore" to get more from his prospects.
"Ask discovery questions to find out the biggest challenges a prospect faces, define the implications of these challenges, explore a partnership or sale that addresses the challenges, and help the customer to do more. Business. "
You can then use this information to provide them with solutions that are more likely to work.
7. Why were not you satisfied with your last supplier or agency?
Sometimes this is not the tried solution that does not work. It's who they work with.
Letting your manager discuss problems with her current agency or vendor can help you better understand what she 's expecting from a new partnership.
Maybe their current agency is not working fast enough.
Maybe they do not give them the personalized attention that they had hoped for.
Or maybe they're just looking for something new and different.
However, knowing what they do not like can help you become what they like .
8. What do you hope to accomplish in a new partnership?
Bouncing their discontent with their current provider, try to see what they're hoping for in a new partnership.
Try to go beyond simple business goals.
Instead, focus on what they are looking for in the real relationship with your business.
And remember: use a collaborative language.
Sales representatives who used "us" instead of "I" or "you" were more than twice as likely to get a deal.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_875_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" use of us you in the sales "class =" full-size alignnone wp-image-37359 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_875_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" use of us you in the sales" class = "alignnone full-size wp-image-37359 "/>
As you talk about what a new partnership would look like, start creating an image in the prospect 's mind by working together.
9. Why do you choose to search for a new agency or a new provider now?
Try to go to the root of what happened to push the lead to connect now .
Was there a particular event that made them realize that they needed to make a change?
Are they fed up that others do not meet their expectations?
Are they looking to launch a new product or service and need some extra hands on the bridge?
Customers tend to leave businesses when they feel that the company ignores them, when they find a better offer or when they have a bad experience.
When you know the purpose of the connection, you can get a better idea of when and why they are looking for a new contract.
10. What are your greatest strengths and weaknesses?
Take a minute to try to understand the chiefs' point of view on their own business.
Ask your sales representative to describe where they believe they're shining and where they think they might be lagging behind.
Knowing how they perceive themselves can help you understand their priorities.
Find a solution
Once you have discovered the problem and you have agitated it, you want to help your prospects find a solution.
By working with them to find out what their next move should be, you build trust and confidence that you can help them through the next stage of their business.
Here are some questions that can help you and your manager find the right solution for them.
11. Where do you see your competitors surpass you?
Ask your boss who they believe their competitors.
Then ask them how they think their competitors outperform them.
By getting them to think about the areas in which their competitors are doing better, they can better understand the solutions they need to implement to see similar success.
This can give you a better idea of the steps to take to get ahead.
12. What is your budget?
The budget is undoubtedly the most important part of a new partnership.
That's the reason why nearly 60% of buyers want to discuss prices on their first call.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_21_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" what buyers want to talk about in the first calls "class =" alignnone size-full wp-image-37360 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947028_21_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" what buyers want to talk about in the first class" call "=" full-size alignnone wp-image-37360 "/>
For you and your lead, you have to find a way to create a market that everyone is happy about.
Talking about budget expectations from the start can help you understand where the risk of becoming ready to buy is.
You can also get an idea of where they can fit into your pricing strategy and whether they will be able to pay for your products or services.
13. What is the most important: money or productivity?
Unfortunately, you usually can not have more productivity on a small budget.
Asking your leads if they prefer to grow quickly or save money can allow you to get an idea of where their current priorities are.
If they are looking to move quickly, they will be more likely to make a purchase sooner.
However, if they are looking for a new budget friendly option, you can provide them with the marketing materials they need to see you as the right financial choice.
14. What are the requirements or the clauses of breach of contract to work together?
Requirements and deal-breakers can sometimes be a difficult thing to tackle.
However, discussing these requirements from the beginning can help you determine if you are in harmony.
Whatever the direction of the conversation, it is always important to be open and honest about your product.
Buyers find suppliers more influential when they are honest about their product or service – even if that means admitting that it's not the best choice.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947029_381_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" Product limitations mentioned in sales "class =" alignnone size-full wp-image-37361 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947029_381_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" Product limitations mentioned in sales" class = "alignnone size-full wp-image- 37361 "/>
Trying to trick the customer into believing that you are offering the perfect solution will only cause headaches and frustration on the road.
15. What is your biggest priority right now?
When a new trail comes to you, they probably have some ideas on what they would like to accomplish.
Unfortunately, it is unlikely that you can solve all these problems at once.
Talk about the client's top priority at that time.
This can give you a better idea of the solutions that they are really looking for.
Discovery of a chronology
Time errors or communication errors can cause serious problems in new agreements and partnerships.
Discussing a schedule in advance can also help you determine when the potential customer is ready to buy and what engagement he is looking for from you and your team.
By determining the ideal timing of your prospect, you can then have a better idea of where they are in the buyer's journey.
The more you know when they are looking to buy, the more specific content you can provide them.
Here are some questions you should ask to know more about the timing of your prospect's purchase.
16. When do you hope to start?
There is a big difference between starting in a week and starting in three months.
However, 63% of people requesting information about your business will take at least three months to buy. Another 20% will take more than twelve months.
If you know that your prospect is not looking to buy for another year, you can focus your care efforts further down the line.
However, if they want to start immediately, you will have to be more aggressive in your way of promoting.
Although this may not be accurate, ask your prospect what is the start-up schedule.
17. What is the schedule of your goals?
Talking about goals is great, but it's more important to know when they hope to reach those goals.
Getting a timeline for when they would like to reach their priorities can help you better understand the type of engagement they're looking for.
If they need to reach their goals in a few weeks, they might seek to hire a committed team immediately.
On the other hand, if they have no idea of when they would like to achieve their goals, they may need more support and education.
18. Do you have external factors that influence your calendar?
Your prospects can get an idea of when they would like to start or finish their goals.
However, it is not always under their control.
Sometimes external factors constrain our prospects.
External due dates and other factors can make your job more complicated. Sometimes they can influence when an agreement can actually pass.
They can also add restrictions on when a prospect is really ready to make a purchase.
Whether they have a contract to do or that they have a deadline to adhere to, you will have to ask if there are external factors that will influence the schedule.
19. What could prevent us from working together?
Unfortunately, many things can make a case fall.
In fact, the average conversion rate of B2B sales does not exceed 0.08%.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947029_102_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" Lead to treat the conversion rate of sales by source "class =" alignnone size-full wp-image-37362 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947029_102_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" lead to treat the conversion rate of sales by source "class =" alignnone size -full wp-image-37362 "/>
Maybe your manager found a better offer elsewhere or they decided that they did not need your product or services after all.
Regardless, discuss potential events that may prevent you from working together.
Sales experts such as Geoffrey James use this type of "reverse selling".
In an article published by Inc., Geoffrey ranked "The Reverse Close" as one of its top five ways to close a deal.
Once you know what could inhibit an agreement, you can find solutions to ensure that the sale goes through.
20. When would you like to see the results?
Knowing what type of waiting time is expected for your prospect can help you better understand when they are ready to commit.
If they want to see results in a few weeks, you will want to start right away.
However, if they have no idea when they want to start their progression, they are probably not ready to make a purchase yet.
Building Future Success
It's always more efficient to retain customers than to constantly connect to new prospects.
That's why you should always plant the seed of a long-term relationship when you are still in the process of care.
Let your sales prospects know how you can help them through growth and changes can help you secure long-term relationships with them.
Here are some questions you should ask to help establish a future relationship.
21. What obstacles could we encounter on the road?
It is impossible to know exactly what obstacles will appear when you work with a new client or client.
However, figuring out what they might be can help you plan.
Discuss any obstacles that may arise and solutions they may need.
22. How do you measure success?
Small business owners are increasingly confident in their success.
<img src="data:image/gif;base64,R0lGODdhAQABAPAAAP///wAAACwAAAAAAQABAEACAkQBADs=" data-lazy-src="https://businessdigit.com/wp-content/uploads/2018/06/1529947029_731_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" small business owners present and future situations "class =" full-size alignnone wp-image-37364 "/> <img src="https://businessdigit.com/wp-content/uploads/2018/06/1529947029_731_25-sales-questions-to-qualify-your-prospects-faster.png" alt=" small business owners present and future situations" class = "alignnone size -pleine wp-image-37364 "/>
However, success can mean different things to different people.
Some simply see success in dollar signs while others focus on the number of happy customers returning for more.
Knowing how your sales prospect defines success can help you determine what will satisfy your customer and what ultimately he / she is looking for from you.
23. What are your long-term goals?
Chances are, you've already discussed some goals at this point.
However, you really want to dig deep to find out what long-term goals the individual or company hopes to achieve.
Ask what they seek to accomplish later – even if those dreams are too far away from them at the moment.
24. How do you see your needs change as you grow?
Your prospects are looking for a solution at the moment.
But if you can also provide a solution for the future, you can help them achieve more gradual growth.
Helping them understand how their needs may change as they grow – and how you can be there to help them solve new problems or reach new goals – can help you build a partnership in the future. long term.
25. Where do you see this relationship going from the front?
Inquire early if you are only looking for a short-term contract.
Are they simply looking for someone to help with their current goals, or do they want a long-term partner who will help them overcome future hurdles?
For PJ Pereira de Pereria & O & # 39; Dell, the willingness to collaborate is one of the most important factors in choosing a new agency with which to work.
By showing your prospects that you think about how you can keep the relationship growing, you can encourage them to work with you on a competitor.
Quit the guessing game when it comes to connecting with sales prospects.
If you want to stop missing high quality leads, stop assuming you know when they are ready to make a purchase.
Instead, let them tell you when they are ready – even if they do not realize that they are doing it.
By asking these 25 questions, you can get a better idea of who your prospect is, what he's looking for and how you can help him.
What questions do you like to ask your prospects?