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I went back into my notes on High Probability Selling (HPS) and dug out the questions that want you to ask prospects during the sale process. I think I'd like to soften them a bit, but their goal is to make sure you have a clear sale. Here are the questions.
1) Why do you need this product?
2) Why do you want this product?
3) This product is going to cost approximately X dollars. Are you prepared to invest that much?
4) If you decided to go forward, when would you want this to start?
What if it doesn’t start then?
5) When you’re making a decision like this, who do you usually like to talk it over with?
I need to talk with them before I prepare a proposal. Are you willing to arrange that?
That’s not the way I work. I’m not willing to prepare a proposal unless I talk with them to find out what their concerns and objectives are. I’m not willing to prepare a proposal and have it rejected over a point that could have been handled up front. What do you want me to do?
6) If you decided to go forward, who else would have to agree?
7) What would happen if you don’t purchase the product?
8) Suppose you had to decide right now, without talking to me or anyone else, which brand would you buy?
9) Is there someone you would rather do business with?
10) What’s your procedure for issuing a purchase order?
11) What would it mean to you personally, if you didn’t purchase this product?
12) Is there any reason why you wouldn’t want to do business with me?
Something we haven’t covered yet?
An emotional reason?
Anything?
13) What could be lurking in the background that would prevent this from happening?
14) If I can meet all your criteria (or Conditions of Satisfaction) for this product, what will you do?
Posted by Ted at June 25, 2004 10:45 AM