Asking The Right Questions

On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. So, how do you gather enough information to qualify your prospect and, at the same time, set up the meeting?

First, make a list of all the information that you would like to gather from your prospect. Then, look at your list and decide what information is crucial and what information can wait for later (either later in the conversation or later at the meeting). Ask the crucial questions first. Then, if your prospect is chatty, you can ask the rest of your questions. If your prospect is brusque or to-the-point, ask the questions you need to ask, set the meeting date and save the rest of your questions till then.

You should, as much as possible, "prequalify" your prospect. Find out as much about the prospect and prospect company as you can. Once you've done that, eliminate the questions to which you already have answers.

There is no reason to ask a prospect, "Are you the person who purchases??" or "Are you the decision-maker?" If you have done your homework and prequalified your prospect, you should know the usual title of the decision-maker and/or in which area or department you will usually find that decision-maker. The rule is always to try to reach the highest level person whom you believe might be the decision-maker. If your decision-maker is usually found in the Human Resources area, ask for the Senior Vice President of Human Resources. When you have a conversation then, there is no need to ask, "Are you the decision-maker?" Of course they are! Or they may have delegated that authority, and if so, they will tell you that and give you the correct name.

Ask questions that solicit relevant information. There is no need to ask a prospect, "Are you familiar with? (your company, your product/service)?" You won't be getting any useful information with this question. It really doesn't matter if they are familiar. If they say they are, it does not guarantee that they know everything they need to know to understand the value of what you are offering. If you want to make absolutely certain that your prospect does understand the value of your offer, you must tell them. If they are not familiar with your company, why then, you still have to tell them.

It is far better to simply stay in control of the introductory calling process by telling your prospect what you would like them to know. Ask your questions on a real "need-to-know" basis. Keep them short and to-the-point, and then ask for what you want.

Wendy Weiss, "The Queen of Cold Calling & Selling Success," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com.

---

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail.... Read More

Ten Tips for Choosing the Right Direct Sales Company

Direct sales can be your ticket to a profitable home-based... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More