As a sales keynote speaker, I often ask audiences, "What keeps you up at night when it comes to sales?"So often, sales people are losing sales because they never get to the heart of the challenge that the prospect is facing. Most sales interactions involve only a very surface-level conversation about how and where the prospect is hurting. However, in today's market, that is the primary goal of a sales person--to understand the core challenges a prospect is facing. Once the sales person understands the challenges on a deep level, then suggesting a solution is the next logical step.
Here are some examples:
That is why my favorite question is: "What keeps you up at night when it comes to [fill in blank with what you do]?"
- "What keeps you up at night when it comes to your branding?"
- "What operational challenges are keeping you up at night?"
- "What about your website is keeping you up at night?"
The other aspect to this question that makes it so powerful is that it is personal. Often times, business challenges are not personal, but issues that keep a person up at night are always personal. By asking that question, you are cutting right through to the personal.
What other questions do you ask your prospects to understand their challenges? Please share below.