Asking Great Sales Questions

Introduction

• Drive urgency to change

1. Know before You Go

• Understand your customer's business
• Understand your customer's role
• Understand your customer's objectives

2. Questions That Create Connection

• The importance of why
• Connection vs. credibility

3. Questions That Drive Credibility

• Confirm goals
• Prioritize goals
• Use insights

4. Questions That Create Urgency

• Quantify the problem
• Personalize the impact

5. Questions That Confirm Value Clarity

• Map the solution to the problem
• Define the value
• Partnership agreements

Conclusion

• Ask effective questions