Latest posts by aoc (see all)
- THE BEST WAYS TO MARKET YOUR NETWORK MARKETING PRODUCTS IN 2020 - January 15, 2020
- WHAT NOT TO DO ON SOCIAL MEDIA IN 2020 - December 16, 2019
- WHY DUPLICATION IS IMPORTANT IN YOUR NETWORK MARKETING BUSINESS IN 2020 - December 9, 2019
MY TOP SALES QUALIFICATION QUESTIONS TO IDENTIFY NETWORK MARKETING PROSPECTS WORTH PURSUING.
Qualifying questions are a crucial part of your sales process.
They help you discern whether you can help your prospect, and if continuing is a smart use of both sides’ time.
How to save your time and energy without wasting them pursuing the wrong prospects are what we will be looking at in today’s training.
Everything you need to know about qualifying can be summarized with two questions: Can I help them? And can they help me?
This is what I call selfless and selfish qualification. If you can say yes to both questions, you’ll never close a bad deal again.
But how do you get the answer to those two questions? By asking the right questions.
Customize and carefully craft each set of qualifying questions you use. The results will be well worth the effort.
MY TOP SALES QUALIFICATION QUESTIONS TO IDENTIFY NETWORK MARKETING PROSPECTS WORTH PURSUING.
1. What are you looking for in a new products or services or network marketing company?
Ask your leads what their “dream” company would look like.
Have them point out three key factors that they’d expect out of a new product or service or company.
For buyers, the most important factors of a new pairing are adapting to fit processes, scaling with growth, and providing measurable results.
While you may not fit this description perfectly, it can help you better understand what they’re really looking for.
Then, think of ways that your company fits the description they’ve created.
However, don’t try to trick them into believing that you’re exactly what they’re looking for – especially if you’re missing some key components.
Instead, be upfront and honest about what you can provide and how you can help.
This kind of honesty can do wonders for the relationship you’re creating.
2. What are your top business priorities for the upcoming year?
Hopefully we can do our research on the account and find this information before any meeting we have with them.
If not, we need to understand the overall business priorities to ensure our solution aligns with them.
These priorities are typically what drive all decisions throughout the year about what they will invest in.
If your solution does not align with their top business priorities, the likelihood of you selling them anything drops significantly.
This also gives you a chance to move upstream if you’re dealing with someone below the ‘power line.’
Ask them this question, and if they don’t have a good enough answer then you can say something like:
“I appreciate your insight but I’d like to understand them in a bit more detail. I really want to ensure the solution I put together not only supports your priorities but also directly aligns with the overall business priorities so we can show an impact across the board. Is there anything else I might be able to see to gain this insight?”
3. What’s the business problem you’re seeking to fix with this offering?
Change isn’t easy, and businesses don’t undertake system overhauls and new implementations just for the fun of it.
If there’s no real problem the prospect is trying to solve, there’s no real reason for them to buy.
Establish business pain/ seed of discontent with them (either from a known issue, or from a problem the prospect wasn’t even aware of) before diving into other questions.
4. What’s prompting you to do something about it now?
Prospects who have recently experienced a significant trigger event, such as a change in leadership, market shift, legal problem, or major company development, will have more incentive to address the issue now rather than later.
5. What has prevented you from trying to solve the problem until now?
Do other priorities keep taking precedent?
Is there a bend in the path to a solution?
Learning what has historically blocked the way to fixing this problem can help the salesperson understand where it falls on the list of priorities, as well as alert them to potential pitfalls.
6. Have you tried to solve this problem in the past? If so, why didn’t that solution work?
Alternatively, it could be that the prospect has attempted a solution before, but for whatever reason, that patch didn’t stick.
Digging into the past could reveal that what you thought was a perfect fit isn’t actually so great — or that your prospect needs what you sell ASAP.
7. What happens if you do nothing about the problem?
If the answer is “well, not much,” the prospect doesn’t have a pressing need.
At this point, the salesperson should either disqualify the lead, or explain to them the danger that lies ahead if the problem goes unresolved (only if they truly believe this).
8. Do you have a budget allocated for this project? If not, when do you expect that you will?
Money isn’t everything, but it certainly has bearing on whether or not a prospect is worth pursuing — so make sure you qualify on budget sooner rather than later.
The specific number doesn’t matter as much as the fact that your offering’s price and the prospect’s ability to pay are within the same ballpark.
For instance, if your product costs $1 million and the prospect can only afford $100, the sale isn’t going to go through.
There are plenty of sales qualification questions we need to ask throughout the buying/selling process to help uncover need, create urgency and gain commitment.
Here are the top sales qualification questions you should ALWAYS ask your prospect:
What challenges or problems is your business/are you going through?
How long have you had this problem?
What made you decide to solve this now?
What are the likely consequences if the problem remains unsolved?
What objectives are you aiming to achieve by solving this pain?
When would you like to have this problem solved?
How important is solving this problem to you?
Where does this stack up in terms of priority and urgency?
How do you see your needs changing as you grow?
What are your long-term goals?
What could stop us from working together?
How do you measure success?
Based on what we’ve discussed, do you think our solution is a good fit for your needs? Why?
What are all the steps we have to take to help make this deal happen?
Are there any obstacles that could prevent this deal from happening?
When is the best date and time to schedule our next meeting?
Would you like to hear about how other companies I’ve worked with have implemented plans like these?
Do you have a budget allocated to this?
What are your expectations for the investment to purchase our solution?
What are your top business priorities for the upcoming year?
What are your top priorities when making this decision?
Are you okay with telling me no?
What’s the best way to communicate with you moving forward?
Will you be my Champion?
What happens if this decision doesn’t get made?
Do you have your calendar in front of you?
Based on today’s conversation, do you think our solution would add value to your business?
What’s the business problem you’re seeking to fix with this offering?
What’s prompting you to do something about it now?
What has prevented you from trying to solve the problem until now?
Have you tried to solve this problem in the past? If so, why didn’t that solution work?
What happens if you do nothing about the problem?
Do you have a budget allocated for this project? If not, when do you expect that you will?
How does the budget signoff process work?
What are you currently spending on this issue?
How would the decision process work with an offering like this?
Has you/your company ever considered/used a product like this before?
What hurdles could crop up and derail this project?
What challenges do you think you’ll come up against with the plan I’ve laid out?
What other solutions are you evaluating?
What does success look like to you, both in terms of qualitative and quantitative results?
What does solving this problem mean to you personally?
Based on what you’ve seen so far, do you think our offering could be a viable solution for your problem?
When do you need a solution in place by?
Do you agree that the next step is X by Y date?
Do you currently have a solution in place?
Is this a pain point for everyone on your team?
Tell me about your average day and how this solution would impact that daily work.?
Buyers don’t buy just because they have a serious need, a looming deadline, or money to burn.
They buy because of a combination of all of these factors, and more.
The specific sales questions a rep asks will depend on the product or service they sell.
Quit playing the guessing game when it comes to connecting with sales prospects.
If you want to stop missing out on high-quality leads, stop assuming that you know when they’re ready to make a purchase.
Instead, let them tell you when they’re ready – even if they don’t realize they’re doing it.
By asking these questions, you can get a better idea of who your prospect is, what they’re looking for, and how you can help them.
P.S.: The Feedback on The Cold Market Prospecting Formula has been awesome click here to check it out.
I hope this is helpful to you?
Let me know what you think in the comments below. And, feel free to share this with your teammates.
More Resources For You:
FREE BOOKLET REVEALS HOW TO ATTRACT MORE CUSTOMERS FOR YOUR BUSINESS, CLICK HERE TO GET IT.