Questions that Sell by Paul Cherry

Author:Paul Cherry
Language: eng
Format: epub
Publisher: AMACOM
Published: 2017-04-04T04:00:00+00:00

Putting together a list of questions before a sales call is essential. That’s because your strategy begins with determining what information you need.

Before meeting with a prospective client, always do your homework. In addition to Google, LinkedIn, Facebook, Twitter, and similar sources, consider online business directories, such as Hoovers, Dun & Bradstreet, Data.com, Charlie, or WHOIS. (Of course, the sources of information are constantly changing and growing, and this should by no means be considered a comprehensive list.) These resources are especially useful for understanding industry trends, a company’s rank in its industry, its financial strength, its executives and their backgrounds, its competitors, and its customer base. The more detailed information you can compile, the more personalized your questions can be.

If the prospect contacted you and you’re calling back, also prepare questions to find out what prompted his interest and what is on his mind. For example, is it a pressing matter, an idea he is just kicking around, or simply a tactic to keep his current vendor honest?

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