โ“Qualifying Questions

Why Qualify Questions?

Most salespeople are far too happy to overshare when asked a question.

We love talking, and we feel in control when we do.

Sadly, the opposite happens.

How often do you get asked a few questions, and BOOM โ€“ the prospect is gone?

As long as you are asking the questions, you retain control.

Example:

Prospect: โ€œDo you have a recruitment background?โ€

Me: โ€œYep, Iโ€™ve done recruitment for nine yearsโ€.

Prospect: โ€œAh, we just hired someone with a recruitment background; weโ€™re looking for someone different now.โ€

I thought I had them and screwed myself over.

If I said instead: โ€œIโ€™m guessing thatโ€™s important for you?โ€

I may have got more info.

Methods

If they ask: What you do / how does it work?

  • Thatโ€™s a great question. I do a few things; which of the problems should I expand on?
  • Before I launch myself in the pitch; what would you like me to tell you more about?
  • Iโ€™m glad you asked me that; before I chew your ears off, what do you mean exactly?

Whenever you can, always go back to the problem, youโ€™ll be able to tailor your pitch.

Evergreen Methods:

  • When you say โ€œXโ€, what do you mean?
  • When you say โ€œXโ€ you mean A, B, or C?
  • Iโ€™m guessing X is important to you for a reason?
  • Everyone keeps asking me that. Why it is coming up so much?
  • Interesting youโ€™re asking me that; I guess thereโ€™s a reason thatโ€™s come up now?

Socratic Questioning

This is when you answer, but you also build a question in there, to gain back the control of the conversation.

This is fundamental if you get asked the question twice, itโ€™s a sign the prospect wants an answer.

Example:

If I told you we did this [โ€ฆ], youโ€™d probably tell me you tried everything in the market, and nothing worked?

A live example:

@underdogsales

Are you answering questions and its too often turning on you on sales calls? Stop answering questions on cold calls, try it like this. #coldcalling #coldcall #salestips #prospecting

โ™ฌ original sound – Weirdest Cold Calling Trainer

A video explanation:

@underdogsales

Do you love answering questions on cold calls? It may not help your prospecting. #coldcalling #coldcall #salestips #prospecting

โ™ฌ original sound – Weirdest Cold Calling Trainer

You can go back to: โŒ(Dis)Qualification

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