Are you asking the right questions? If not, you may be missing great opportunities for new business. Sales professional Mike Brunel uncovers 11 questions that are rarely asked, but should be part of every first sales call or meeting. Common questions aren’t a bad thing, but there are uncommon questions that can help you dig even deeper to discover what the prospect really needs and wants. I’ve included the first two below, and click here to read the rest. Are you surprised by any of these questions or are they are already part of your sales conversations?
“Have you ever advertised before?”
Why would we want to ask this type of question? It’s no use working with someone that has not used a medium to promote their business. It also allows you to educate your client on the particular strengths and benefits your medium might bring. Usually you do that at the end, when you have got more information on their advertising preferences.
“How would you describe that experience?”
What did they like about it? This is getting inside the first question – get them to be positive about their advertising experience. You will pick up clues on why they bought.
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