Every sales process includes what would be considered the “tough questions”. You know them, the questions that make you sweat, shake in your shoes or simply make you uncomfortable to a point that you just don’t ask them.
Why? Because you are afraid you might offend the buyer. Or, perhaps you fear the buyer will not like you once you ask. Remember people buy from people and if you offend them or make them not like you, there is no chance of winning the sale.
What questions do this to you? Well here are a few I thought of:
- Do you have a budget?
- How much is your budget?
- Who makes the decision to buy products like ours in your company?
- Who can sign a contract?
- What is the process your company goes through to purchase something like our product?
- Can you draw me an organization chart?
- Will you introduce me to the president (or person who can sign our contract)
These questions and others like them are uncomfortable to ask during the sales process and they become more difficult to ask the longer you are engaged with the prospect. Which brings us to a major issue you face, if you don’t ask them up front during your initial discovery phase, you lose the opportunity ask them later. By the time you need to know the answers it may be too late to get them, without sounding amateurish, or begging.
So how do you overcome the fear of asking these or any question that is uncomfortable during the sales process?
First, you need to change your mindset from sales professional to person helping another person solve a problem they are experiencing. Remember, you are not selling this prospect, you are helping them with a big problem they have. You have the solution, and you need to better understand how to help your prospect resolve the issue.
Second, you need to realize you are not going to insult a buyer by asking these questions. In fact you might make it easier on them so they can explain to you how the buying process goes and who must be involved. They may also offer information on budgeting and the people in the organization with a budget.
Third, if you approach the discovery phase with a sales tool like an initial discovery document that you forward in an advance to the prospect so they are aware of the questions you want to cover before you meet with them, then you don’t have to “drop” these tough questions on them during the discussion. Using an initial discovery document and an organized series of questions, as opposed to a list on a yellow pad, you show you are professional, organized and educated as to how to gain a better understanding of the prospects issues, pains and goals. It just so happens that you also want to better understand the buying process and who the decision makers are.
Sometimes, we all have some challenges in asking the tough questions. I find that an Initial Discovery Questionnaire will help you get them answered. Be sending a list of questionnaires you would like to discuss with your prospect in advance, they are more apt to provide you with answers. Sometimes you don’t even have to ask, they just answer them from the questionnaire.
- See more at: http://www.thejfblogit.co.uk/2013/08/29/guest-post-can-you-ask-the-tough-questions-in-the-sales-process/#sthash.c3Rh7yf5.HLqqBQ3N.dpuf