Salespeople use both their mouth and their brain to generate income .
It is vital the two mechanisms are in sync.
Many salespeople lose a deal saying the wrong thing because of a lack of thinking or the opposite overthinking .
Probing and assessing a client’s need is a must.
That being said, this doesn’t mean we have to be overly cautious and shy away from asking certain questions even if they are frowned upon by many and also we have to ensure that we cover the key questions to determine the course of the sale.
The following are sample questions salespeople should ask
1. “How can I help you? ( with their need)
2. “Can you tell me about your top priorities?”
3. “What’s the driver today and motivation that prompting you to discuss this with me today?”
4. “Is there anyone else who needs to be involved or will have part in the decision making process?”
5. “Is it ok to share a little about myself and company?
6. “What’s your timeline for getting this done?”
7. “Have you had any good or bad experience before?
8. “Would you have any problem saying no to me?”
9. Is there anything else that I need to know before I proceed that may prevent me from earning your business today?
These are all great questions that you can rephrase in your style to get the most feedback and build the most report as well as understand your prospect and gauge whether there is a deal or not.
A seasoned healthcare sales executive and a leader with 26 years of Health Insurance and Managed Care experience, a strategist, innovator and motivator with a vast and deep understanding of Managed Care Organizations and the health insurance industry and its critical nuances and complex design..