EP Huddle #1
What kind of questions do you ask towards the end of a conversation with your prospect to gauge their level of interest and set the stage for the next steps?
Years ago, I was a recruiter in a college admissions department. At the end of our presentation, we would ask the prospective student "how do you feel you'd be an asset at the college?". They would respond in a variety of ways ("I'd be a strong asset because...", "I don't know if I'd be an asset...", or "I'm not sure").
Regardless, their response would help the sales person know how the prospect was thinking, and could customize the next steps based on the response. You would know if the person is bought in, or if more selling is needed. You also get verification that they're completely in-tune to what you've been talking about. It's like they're giving the value proposition back to you.
How can we do this in other businesses and industries? Examples include:
- How do you anticipate implementing this solution into your business?
- How will you use this educational product in your classroom?
- How do you envision us setting up the implementation training for your team?
As a team:
Have each member of your sales team share one example of a question you can ask towards the end of a sales call to see how many impactful questions you can come up with. Then try one of them the next time you are on the phone with a prospect.
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