\nqualifying<\/h5>\n
What do you see as the next action steps?
\nWhat is your timeline for implementing\/ purchasing this type of service\/ product?
\nWhat other data points should we know before moving forward?
\nWhat budget has been established for this?
\nWhat are your thoughts?
\nWho else is involved in this decision?<\/strong>
\nWhat could make this no longer a priority?
\nWhat’s changed since we last talked?
\nWhat concerns do you have?<\/p><\/blockquote>\nYes, I bolded that question since it is an excellent one.\u00a0 The operative word is “else.”\u00a0 Rarely does the decision maker contact you first.\u00a0 The goal of this question is to open the discussion to who else will be involved in the final decision.\u00a0 This question asks for that information without belittling the initial contact person.<\/p>\n
These questions are starting points, but there are many good ones in the short list.<\/p>\n","protected":false},"excerpt":{"rendered":"
Asking the right questions is the backbone of successful selling.\u00a0 The reason they are so important is that the right questions qualify the right information.\u00a0 This information allows the salesperson to determine how good of a fit exists between the prospect’s needs and the salesperson’s solution. Simple, right?\u00a0 But what questions should the salesperson ask?\u00a0 JustSell.com has an excellent starting point where they list 30 open-ended questions. An example: qualifying What do you see as the next action steps? What is your timeline for implementing\/ purchasing this type of service\/ product? What other data points should we know before moving forward? What budget has been established for this? What are… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[359,360,270,358,142],"class_list":["post-1438","post","type-post","status-publish","format-standard","hentry","category-sales-techniques","tag-open-ended-questions","tag-qualifying-questions","tag-sales-questions","tag-sales-skills","tag-sales-technique"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-nc","jetpack-related-posts":[{"id":1519,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/04\/from-closing-to-coaching\/","url_meta":{"origin":1438,"position":0},"title":"From Closing To Coaching","author":"Derrick Moe","date":"April 17, 2008","format":false,"excerpt":"Selling Power.com's Sales Management newsletter provides an excellent article that addresses a common issue in sales management - how do you move from salesperson to sales manager?\u00a0 One important aspect of this move is becoming a coach for your sales team. The suggestions in the article are worth the read,\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"https:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2526,"url":"https:\/\/selectmetrix.com\/blogs\/2013\/04\/interrogating-a-prospect\/","url_meta":{"origin":1438,"position":1},"title":"Interrogating A Prospect","author":"Derrick Moe","date":"April 11, 2013","format":false,"excerpt":"Questions are the backbone of qualifying any sales opportunity.\u00a0 Yet, many salespeople seem to flounder with this approach and I believe it comes from over coaching\/training.\u00a0 Ask this series of questions, use this linguistic trick, turn the tables on them\u2026improper use of these \u201cmoves\u201d stands out to every prospect. 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