Let's Make a D.E.A.L.
Do you know the right sales questions to ask to seal the deal?
Do you know the right questions to ask to onboard your client and build a lasting relationship that is beneficial to you both? Let Owler help
You're planning the perfect pitch. You have done your complete company research on Owler - checked out the company's needs and wants, you have checked their financials, read their blogs, followed them on social media, you know the names of all of the management and the guy you need to talk to.
Now you're ready to make that call, and sell… or are you?
The most important part of your call is missing - those sales questions that will take that company from prospect to client.
Here are our tips to set you firmly on the right path:
Develop questions about their product/service. Try to figure out the business objectives, spend some time researching their pain point that you can fix, and create questions focusing on how that pain point is affecting them - and how you can fix it.
Empathy will build your relationship with your client. Questions such as: 'What does good or great look like?' or 'How will our solution specifically help YOU?'. Everybody wants to look good in front of their management, help them do this. People rarely forget how you make them feel.
Ask open-ended questions to drive engagement with your potential client and build a relationship - keep them talking. Ask closed questions to get direct answers as to what they need or want. Closed questions give you quick confirmation that can drive action and your next steps. However, don't ask closed questions in succession. You want to avoid machine-gun fire questions.
Listen - Evolve your questions by listening to the clients' responses, be prepared to detour from your script/playbook if needed. Show that you genuinely understand what it is they need.
That spells DEAL! Because with these tips, you WILL close those deals.
Plus, acronyms got us through our high school and college exams - or they certainly did for me!
Just please, don't be this guy.
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