Sales Tip: Best Questions for Your First Prospect Meeting

Описание: http://www.blitzmasters.com Welcome to another episode of Coffee Coaching with Andrea Sittig-Rolf, CEO of BlitzMasters and creator of the Blitz Experience. Do you find yourself struggling for the right questions to ask in order to engage the prospect so that the first meeting feels like a conversation and less like an interview? Would you like to know which types of questions to ask to engage the prospect in conversation? The question and answer game in sales is vital to not only finding, qualifying, and closing deals, but also offering the best possible solutions to your prospects and customers.

The key in asking the right types of questions is to keep them open-ended. Questions you ask your prospect should begin with the words, "Who, what, when, where, why," and "how." Statements that begin with, "Tell me about," or, "Please describe," work well in allowing the prospect to describe in detail his or her needs in regards to the solutions that you provide. Try to limit questions that begin with, "Are you, do you, will you, would you, could you," and "should you." These encourage yes or no answers from your prospect.

You want your prospect - not yourself - to do the majority of the talking during the first meeting. Open ended questions let this happen naturally. The answers inform you of your prospects' situation and the problems they are having, and what your best solution for them may be.

The best way to begin is to use the phrases, "Tell me about," and "Please describe," since they are the most open ended questions. Sometimes by beginning the question this way, it's unnecessary to go on with the rest of your line of questioning. You might get all the information you need by using just one of these two key phrases.

By allowing your prospect to answer open ended questions, you do three things. First, you ensure that the prospect will be able to tell you in his own words the challenge that he's having, allowing him to focus on the key points that are important to him. Second, you will begin to understand the solution you need to provide. Third, you allow the rapport process to occur naturally by engaging the prospect in conversation.

Use these tips to ask the right questions and get as much information as possible from your first prospect meeting. Thanks for watching and be sure to check out other episodes of Coffee Coaching.