23 Sales Questions To Quickly Identify Your Customer's Core Needs

Today’s buyers are complex. They’re confusing wants and needs. They’re strapped for time. They’re hesitant to share information, yet have endless access to information. 

In order to have an effective sales process for these modern buyers, we need to start asking the right sales questions. So whether you’re new to sales and looking for a go-to list of sales questions or a manager looking to test new questions with your team, this list of 23 should help you learn about your prospects’ needs. That way, you can customize your sales presentations and pitches to their specific circumstances.

1. What are your short-term goals? Long-term goals? [Share this question on Twitter]
2. What does this purchase mean to you? What does it mean to your company? [Share]
3. What do you perceive as your greatest strength? Weakness? [Share]
4. How is the potential of new products or services evaluated? [Share]
5. Who has your business now? How did they get it? How can I get it? [Share]
6. What are your buying criteria and success criteria? [Share]
7. Where would you put the emphasis regarding price, quality, and service? [Share]
8. What level of service are you willing to pay for? [Share]
9. What do you like best about your present supplier? What don’t you like? [Share]
10. What do you look for in the companies you do business with? [Share]
11. What might cause you to change suppliers? [Share]
12. What do you like best about your current system? What would you like to see changed? [Share]
13. What do you perceive your needs to be? How important are they? [Share]
14. If you were me, how would you proceed? [Share]
15. Which trade associations do you belong to? [Share]
16. What will it take for us to do business? [Share]
17. How soon can we begin? [Share]
18. Can you tell me why you decided against us? [Share]
19. What is my best shot for getting back the account? [Share]
20. What did we do in the last sale that impressed you most? [Share]
21. What do you look for in your relationship with a supplier? [Share]
22. Who was the best salesperson who ever called on you? [Share]
23. When would be the best time for me to call you back? [Share]

If you give these sales questions a try, I’d love to hear how they performed in the comments. Or better yet, share some questions you’re seeing work!

And in case you’re a more visual person, here are all of the sales questions above wrapped up into an infographic:

from HubSpot Sales Blog http://ift.tt/1gv8HhB

from Local SEO, PPC, Video & Social Media Marketing Exp http://ift.tt/1GvuM5o