11 best questions to ask on a sales call – WAU
Sales calls are opportunities to ask questions that generate insights and improve your business performance. Thus, it is important to maintain the client’s attention and prove that he is dealing with a professional suited to his needs. We have separated the best questions that can be asked in this situation!
Is one of your short or long term goals to increase the company’s sales? If so, you are not alone.
After all, this is one of the goals most pursued by entrepreneurs, due to its direct influence on the increase in revenue and profits obtained. We must remember, however, that we are not dealing with a phenomenon that happens overnight.
Optimizing the performance of your commercial department involves a lot of planning, regardless of what is sold. It is necessary to structure a strategy that encompasses all stages of the customer’s journey: from the first contact with your brand until the moment it is ready to receive sales calls.
In this text, we will focus specifically on that last step. By presenting the best questions that can be asked in a business contact, we will offer the way for you to gain valuable insights and increase your conversion rate. Check out!
1. Do you have time to answer some questions?
It may seem trivial, but an issue like this is essential to show respect for the client’s time and assure him that he is dealing with a professional.
In addition, it is an important step for the seller to get a sense of how much time can be spent with that consumer.
Of course, to start the interaction, you can throw some conversation away. Many salespeople do this to gain insight into the best way to approach a specific contact.
However, before starting questions with a higher professional content, which demand more attention from the client, ask about their availability.
2. Have you heard about our service? How?
When it comes to sales calls, this is a great introductory question, as it provides space for the contact to express himself and provides information about the image he has about your company.
In companies with a commercial sector integrated with marketing, it is common for superiors to demand that this question be asked and recorded. After all, responses can serve as a basis for optimizing customer relationship strategies.
If your company invests in lead generation through content marketing, you will probably know how customers got to you.
Even so, letting them explain the process is important to warm up their memory and remind them of the reason that motivated their contact with your company in the first moment.
3. What are your goals for the coming months?
Here, the questions start to be more direct and, in a way, aggressive. It’s time to remind the customer of their own problems, in order to prepare the ground for the presentation of their solution.
More than that, listening to what the person has to say about their expectations for the future is a way for the salesperson to arm himself to launch more persuasive arguments and ensure better performance.
With that in mind, listen to the contact’s objectives and try to fit your solution into the scenario. The idea is to make him understand that what you have to offer is a crucial piece in the path to be followed.
4. What is hindering the pursuit of such goals?
Once the client’s goals are clarified, question what is preventing them from reaching them.
If you are dealing with a qualified lead, the obstacles listed after the question are likely to be left behind with your solution. If so, half of the sale is already made.
If the reported problems are unrelated to your product or service, you may have to dig deeper. The goal is to identify a loophole to indicate your product as a solution. In addition to assisting in sales, this question is also an excellent generator of insights for you to improve the pains of your persona.
5. How satisfied are you with your current solution?
This question requires a little care, but if used correctly, it brings excellent results. For some people, it may be impolite to ask about the services they already subscribe to.
It is possible that they will identify an opportunistic attempt to convince them to skip another brand for yours. So, before addressing this issue, make sure that there is no reason to be misunderstood.
For situations like this, Inbound Marketing has been gaining so much strength. In this approach, direct sales contact is only made when the person reaches the bottom of the funnel.
This means that she already understood that she has a problem and considers her company as a possible solution. Thus, this type of approach cannot be seen as inelegant.
Understanding what the customer thinks of the solution already employed is crucial to measure their expectations with your product. With this information, you have the opportunity to clarify the points where you can present a more efficient service for your needs.
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6. Who is your supplier at the moment? Why did you choose him?
This questioning has two initial objectives: to know exactly what your competition is and to understand how the customer choice process works.
It is a fundamental knowledge for your sales approach. When the seller knows the market, he gets an idea of a competitor’s main weaknesses, which can generate an excellent convincing argument.
However, the most important thing is to understand the priorities established by the consumer in a decision-making process and adapt his offer to them.
For example, let’s assume that your business is inserted in the mobile technology market. If, during the call, the contact indicates that he prefers services with good support, this point can be emphasized in his presentation.
7. What do you hope to achieve with our services?
Asking what the customer expects to achieve with your services is an indication that you are looking for a transparent relationship. This generates confidence that, in turn, provides referrals and more sales. In addition, this questioning puts you and the customer on the same page.
If both parties have previously agreed on what can or cannot be achieved, the relationship has everything to be conducted more lightly and efficiently..
It is worth remembering that it is crucial not to create expectations that cannot be met. If what the person expects is beyond your reach, be honest and explain your reasons. As we know, honesty is one of the qualities most valued by consumers 4.0.
8. In addition to our service, what are your other options?
This is yet another issue that improves your understanding of the persona’s characteristics and the market in general. Listen carefully to the brands that will be listed. They represent the most direct competition you can find.
Furthermore, by relating customer options to competing companies’ marketing strategies, you gain valuable insights into the types of channels your persona consumes.
If she mentions a company that invests heavily in a channel that you are not present in, it may be time to seek more space there, for example, by gaining followers on Instagram or other social networks and other points of contact that demand this effort.
9. When can we make another call?
At the end of the sales calls, preferably with the deal closed, try to keep the image of your company alive in the customer’s head and show that he can count on you.
To do this, try to leave another meeting already underway. Depending on the situation, it may be time to hold your first physical meeting to present the product in a more practical way.
Even if there is no indication that another meeting might take place, the simple act of opening up that possibility can bear fruit in the future. After all, we never know when circumstances will make a person need his services again.
10. Is our product working for you?
Here, it is worth remembering that follow-up is an important part of the business process. Therefore, a call to that end can be considered a sales contact.
The feedback provided by this question is essential to show that you care about buyer satisfaction and still paves the way for product improvement.
If it is identified that the product is not meeting expectations, ask what has room for improvement. There’s nothing like hearing from the consumer himself what you can do to improve customer experience.
11. Would you recommend our solution? For whom?
A satisfied consumer is the best advertiser for a brand. In presenting the 4.0 marketing concept, Philip Kotler showed that the current public pays more attention to the opinions of other customers than to the efforts of publicity of a company.
Therefore, this question is a way to stimulate the promotion of your product, and should only be asked for contacts who are satisfied with the experience.
Considering that the person you are contacting is someone with knowledge in the market, listening to what they have to say on this issue can be quite fruitful. Chances are great that she will recommend a person or company that you had not even considered contacting. Thus, one sale ends up generating others.
Well-structured sales leads are essential to the success of an operation. We live in a society that has less and less time available and, consequently, loses attention more easily.
To achieve excellence, you need to strike a balance between lengthy conversation and an approach that is too direct. With the questions presented in the text, you have the possibility to increase the success rate and still receive valuable insights for future contacts.
So, are you ready to increase the conversion rate of your sales leads? Throughout the text, we mentioned that dealing with qualified leads makes everything easier! Want to know more about it? Check out this article that tells how to qualify leads and improve your results!