We all know that prospects’ problems are the starting point for successful selling, but once you discover a problem, where should you take it? Here are a few of my favourite questions for exploring, quantifying and measuring problems.
• Why/how is that an issue?
• What is this costing you?
• Who else is affected by this issue?
• How does that impact the business/ department/ you?
• Why does that matter?


• What’s driving this?
• What’s motivating you to take action on this?
• Where does this initiative come from?
• Where (in the organisation) did this problem start?
• “How do you think (industry) vendors, in general fail the market?” (then drill down on what unsolved problem they are searching for help with)
• “Which means…?” (use to encourage the prospect to explain the problem more deeply)
More questions for you to use in your selling coming soon. Bookmark/RSS SalesItch now…. And don’t forget to add a comment to share your favourite questions with the community!

Tags: questions, Sales questions

This entry was posted on Monday, June 1st, 2009 at 6:15 pm and is filed under Sales questions. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.