In this great article from Sales Hacker, a b2B blog, you will find 10 essential and simple sales qualification questions to ALWAYS ask your prospect, just few tips to be more confident and efficient! We loved it all but especially number 5, and you?
What are the details of the decision making process and who is involved?
How have decisions like this been made in the past?
This might seem obvious, but you’d be amazed at the number of sales reps who don’t ask this question.
If you don’t learn about your prospect’s company makes decisions, it puts your sales qualification process at a tremendous disadvantage.
If you don’t have a clear understanding of the decision making process and exactly who is involved, then you shouldn’t be surprised at the end when all of a sudden you have to go talk to procurement, legal, other stakeholders, or extend the trial or do a bake-off, etc.
When someone gives a vague answer to this question, you should push back and explain that, by you understanding the details, you can help them make their buying process as efficient as possible by ensuring you have the right resources lined up on your end.
If someone is unwilling to share the details, I’d be worried about the quality of the opportunity and the likelihood of it closing in the first place.
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 are different than the priorities of the individual you are speaking with. These priorities are typically what drive all decisions throughout the year about what the company will invest in and what the executive decision makers will sign off on.
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 someone else I might be able to speak with to gain this insight?” “
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