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Master the 12 Essential Sales Questions
Navigate Complex Sales with Ease
What are the twelve essential question you need to master to improve your close rate? Terry has broken down these questions into individual recordings so you can listen and practice each individually.
- Terry Slattery introduces the essential sales questions. He also goes over how to debrief after a sales call and the rules of selling that support a high level of execution of the essential sales questions.
- Terry introduces the five pillars of success in complex sales, including Pillar 1: Ask an essential question to gain early agreement to your sales process. Each pillar has companion sales questions which Terry will cover.
- Pillar 2: Settle for nothing less than mutual commitment. Terry covers the different levels of commitment to anticipate as you get deeper into the sales cycle.
- Pillar 3: Unless your prospect has motives to change behavior or business relationships, you must move on. Terry explains three concepts to enhance the outcome when you’re asking essential sales questions regarding motives to change.
- Pillar 4: Probe until your customer values enough of your differentiation value (DV) to consider a change or you find they do not have enough motivation to continue. In addition to DV probes, Terry discusses sweeper probes to gather additional pains that have not been uncovered.
- Pillar 5: The prospect must understand their problem before they will value your solution. After collecting the pains of the customer, discuss the financial impact associated with their pains. Uncovering the costs of consequences will validate the strength of your business case.
- Never ask when a customer is going to make a decision, ask when they’re hoping to have a problem fixed. Working backward from an exact date will help your prospect realize the benefits of a solution.
- Continue your progress toward securing a sale by confirming that the customer’s evaluation and decision processes are understood. Of all the questions you’ll ask a prospect, the most important are aimed at getting the prospects to describe their processes.
- The essential questions to get a mutual agreement on clear outcomes if you decide to present your solution proposal. These sales questions test a prospect’s commitment to making a decision.
- A checklist to ensure you’re ready to move forward with a prospect before covering the essential presentation questions.
- Essential sales questions for anticipating what the competition will do when they find out they’re not going to get the business, discussing how the customer will handle a last minute pitch or offer from the competition and reestablishing their confirmation in the sale.
- Each question has a role in raising the probability of your success. By keeping the philosophy but making the questions specific to your business, you could achieve closing rates of 90-95 percent. Plus, learn about additional resources available from Slattery Sales Group.