It takes guts to ask some questions. This statement is especially true in the context of sales. If you do not ask the right questions, you will not land the best prospects, and in turn, your business will not succeed. It takes even more gumption to ask direct questions of prospects when the conversation is not going well. Without further ado, here is a look at the top questions MSP sales professionals should ask:
Ask for a Commitment
If a potential client states he or she would like to be called next week, respond by asking for a commitment to a specific day. Furthermore, you should obtain a commitment to a particular time. The chances of touching base will be that much better if you find out the best day and time to meet with the target client.
Ask About Concerns
Sales professionals tend to hesitate to ask about concerns as they do not want to know about such worries. However, every prospect has concerns of one type or another. Simply letting them vocalize these worries is often cathartic. Furthermore, finding out about concerns gives the sales professional the chance to obtain a full understanding of the prospect.
Ask for Clarification
If a prospect is not providing all the information necessary to obtain a full understanding, ask for clarification. You should not be in a position where you have to sort through vague statements to attempt to uncover the target client’s feelings, thoughts, problems and so on. Always ask for clarification, elaboration and more information for the complete picture.
Ask Who Else is Involved in the Decision
Ask if there is anyone else who needs to discuss the sale. Find out who the real decision makers are and target them with follow-up interactions. Once you find out who makes the decisions, you can shift the conversation toward setting up a day and time to meet with those individuals.
Ask High-Value Questions
The types of questions you ask matter just as much as the tone of your voice and the timing of the questions. Focus on asking high-value questions that lead the prospect toward thinking and subsequently providing insight into their problems and desired solutions. This sounds easy, yet plenty of MSP sales professionals are uncomfortable asking such questions as they feel such inquiries might offend the prospective customer.
Ask for Assistance
Don’t shy away from asking for help. The best sales professionals are willing to ask for assistance. Request assistance for direction, general guidance, and sales strategies. Anyone, from a colleague to a mentor, former co-worker or business coach, can provide valuable insight.
Ask for an Appointment
Do not sidestep the issue. Be direct, ask the prospect for an appointment, and the chances of a sale will be that much better.
Ask to Schedule a Call in Their Calendar
Once the target prospect has agreed to a certain day and time, request that they place the call on their calendar and subsequently follow up by transmitting an Outlook appointment.
Request the Sale
A surprising number of deals have been lost as the sales associate was unwilling to ask for the sale. If you are worried about how to phrase such a question, simply state, “May we have your business?”
Request a Referral
You should ask if the target prospect is willing to refer you to another person in their network. This question should be posed regardless of whether you get the deal or end up missing out on the opportunity.
Request a Testimonial
Once your work is done with the client, request a testimonial. The best testimonial is video-based, yet an audio recording or written testimonial will also suffice. Make sure the endorsement specifies the merit of your work and the overall impact of the solutions your company provides.
Encourage your Sales Team to Take Chances
Print out this write-up for your MSP sales team to read. Encourage them to ask specific questions like those outlined above; it won’t take long for results to manifest. Challenge your crew to take risks, pose direct questions to prospects and you will find out what these sales professionals are truly made of.