One Question to Pose to Prospects

 

When speaking with prospects, do you have a go-question that always manages to get valuable information? If not, maybe you can borrow from Stone Payton, a sales consultant who, on a recent blog post, shared what he calls “one of the most powerful, productive questions” a salesperson can ask. According to Payton, a salesperson can reap many benefits by posing this question: “What’s changing?” This simple, two-word phrase can provide valuable insight into a prospect’s needs because, according to Payton:

• There’s always an answer
• The answer is different enough for each company
• The answer is so subjective (uncovers perception unique to the individual) that I can ask it of everyone in the company
• The question provides the (much-needed) opportunity for the prospect to practice articulating some key change messages
• The question so naturally breeds important conversation around implications and consequences
• The question produces still more (truly meaningful) questions in the prospect’s mind – creates one or more of those “coachable moments” so critical to consultative sales

Pose this question the next time you speak with a prospect-you may find that it reveals a wealth of information.