One of the most important aspects of a sales representative’s job is lead qualification, and the primary way this is done is by asking questions. However, while a simple question might give you a lot of information, is it giving you the right information?
During a prospect meeting, it is common for the prospect to do a lot of talking. That way, the sales representative can get insight into what the prospect needs. Standard questions might include:
- “What are your pain points?”
- “What does your organization need help with?”
- “What problem are you trying to solve?”
Coincidentally, after these questions are asked and answered, the sales rep can list about 5 different features of their product or service that can cater to those needs. But that’s a “feature” solution and not a solution to the overall problem. The prospect wants something that specifically deals with the pain they are experiencing.
Instead of asking general questions, which, in turn, provide some general answers, use the prospect meeting and lead qualification process to ask questions that get to the specific root of the problem. For example, instead of asking “what are your pain points?”, ask the prospect “why are you looking at our product?” This question will give a much more interesting answer. The prospect might not fully understand what your product does, but they know why they are looking for something that will fix a problem in their organization.
When asking questions, instead of asking “what,” ask “why” and “how.” Getting the root of why they are looking for something and how they want a product or solution to work will provide you with the information you need to determine if this is a qualified lead or if they need a completely different product. It saves everyone time and money.
Before your next prospect meeting, write out your standard list of questions, then modify them just a bit to include more “whys” and “hows.” Then, see how that changes your conversation. Also, look at sales enablement platforms that will help engage your customer.
Looking for full insight into how to deliver the right message to the right person at the right time? Learn more about adaptive sales enablement now!
