Here are a few of my favourite sales questions for uncovering prospects’ issues. Some more direct than others. Enjoy!
• How have things changed in company/industry in the last few years/ months?
• (If they tell you about a recent project or initiative) What do you think are the biggest “lessons learned” from this project? How would you do things differently? With the benefit of hindsight how would you run such a project again, if you had to?
• What are the biggest developments in the industry? How are you keeping up with that? What do you think that will look like in the future?
(more…)

• How can I as a salesperson best access your intimate knowledge of your situation?
• How can I make you feel important and listened to?
• How can I avoid just pitching you what I think is best for you (and instead pitching the appropriate solution)?
• When I ask you a question, who is controlling the conversation, you or me?
• Who is exerting influence on whose mind?
• Do I need to draw you a picture?

Over the next few months I’ll be listing my favourite sales questions for you to use in your selling. Bookmark/RSS SalesItch now….