There are various questions a good salesperson should be asking a prospect, just 5 simple steps, 5 types of queries that can and should be incorporated into the perfect pitch, using a technique called ‘funnel questioning’.
Funnel questioning – as the name suggests – takes a conversation from a wide-open remit (the top of the funnel) to a very specific end-point, allowing a salesperson to fully appreciate the prospect’s requirements and thereby increase the likelihood of a sale.
I’ve listed the five question types below – together with some examples – in the order they should run. Why not encourage your sales teams to role-play, comparing this technique with their usual sales approach? As the Swiss philosopher Henri Frédéric Amiel once said: “order is power”. And this orderly questioning process certainly delivers powerful results…
1. Motivating question
Example: “May I ask you some questions to help me understand how I can give you the most cost-effective solution?”
2. Open question
Example: “What sort of business do you run?”
3. Probing question
Example: “What have you done in the past that’s not worked for you?”
4. Closed question
Example: “Have I understood your requirements accurately?”
5. Checking/sweeper question
Example: “Is there anything else that would be useful for me to know?”
Understanding your prospect or clients requirements enables you to fully appreciate their needs, tailoring your product with relevant features, advantages and benefits. You can enhance your effective questioning techniques, in a few easy steps, we have a host of eLearning courses on exactly this subject! Each course is designed to help you encourage your customers to talk… by asking the right questions you will get them to accurately describe what they need. In doing so you will gain appreciation for customers’ requests and become supportive of these whilst determining the correct product to promote.