questions that uncover hidden sales opportunities
DESCRIPTION
Learn what questions general more sales. • Get clients to reveal what they really need, not just what they think they want • Uncover opportunities that you didn't know existed • Learn specific questions just for technology companiesTRANSCRIPT
Questions that Uncover Hidden Sales Opportunities
A Guide for Technology Companies
Raj Khera © MailerMailer LLC
www.presstacular.com
Everybody: Start Conversations(Non-Sales People: Ask Lots of Questions)
Get clients to say this:I didn’t know your company did that... Talk to me.
Avoid this:I didn’t know your company did that… We just hired someone else for it.
#1 Mistake: Talking, not ListeningQ: Do you do XYZ?A: Yes, here’s what we do… <list>
Don’t miss the bigger picture.Tell me about what you are looking to do?
Questions that uncover hidden sales opportunities
(if you’re talking, you’re not listening)
What kinds of things go wrong in your daily operations? Do these matter?
Money aside, what processes would you
change right now?
If a storm knocked out power at your office for many days, how
would your staff work?
How would you reach your clients?
If a hurricane or earthquake damaged your office or equipment, how would you recover your data?
Have you calculated the cost of the time your staff loses due to technology bottlenecks?
Is any software or tool holding you back from getting things done more efficiently?
How much time does your staff spend doing <name your process>?
What would improve if you reduced this time?
What is the most common support question you get from your staff?
Your clients?
What kind of growth are you expecting in the next 12 months?
Number of new employees expected?
What kind of infrastructure
changes will you need to support
this growth?
How do you handle network security for your teleworkers?
What could happen to your data, network access and web site if a staff member lost a
company laptop at an airport?
If a customer’s first interaction with you was your web site, what would you hope they do?
What do you think they really do?
What are some of the recent mobile support
options you have explored?
How long do you usually keep equipment like computers, printers, phones?
Have you explored a business case to see if you should upgrade to <you name it>?
Don’t provide a solution immediately
Ask more questions…
So you don’t chase the wrong problem.
If you could integrate your desktops, mobile devices and telephone system,
would that be worth pursuing?
“Nice to Have” projects don’t get funded
The more you askThe more you uncover
The more you sell
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