![]() ![]() And the best way to do that is with open-ended questions. The questioning stage of the sales process is about getting as much information as possible from the buyer. This kind of insight is especially important in uncovering emotional drivers in the decision-making process. They should pay attention not only to the words spoken by prospects, but their tone, gestures, and facial expressions as well. Work to help your reps understand the importance of letting the other person answer each question in detail before responding with a follow-up. To ask effective follow-up questions, your sales reps must pay very close attention to the response the prospect or customer gives to initial questions. Your sales reps can expand on this list of initial questions with potential follow-up questions that will help them dig deeper and get even more information. Part of the pre-call planning process should include a list of questions that seem like a good idea to ask a prospect-based on what your reps know about the individual, their company, and the situation. If your sales team is following a definitive sales process, one of the first steps should be to research and plan for the call. Position a salesperson as a consultant and strategic advisorīonus: Asking follow-up questions makes your salespeople more likeable, as a study published in the Journal of Personality and Social Psychology reveals.Ĭoach your sales team members to use these 4 tactics for asking great follow-up questions during their next sales conversation.Present an attractive solution that’s easy to close.Establish a trusting relationship with a potential buyer.When used correctly, follow-up questions can help your sales reps: Why Use Follow-up Questions?įollow-up questions in sales help the salesperson dig deeper and discover the underlying wants, needs, and emotions that will be involved in the prospect’s decision-making process. Follow-up questions are all about better understanding the information that’s being shared by the buyer. To learn more about maximizing your interview process with job candidates, check out this post, or send it along to the hiring manager at your organization.] What Is a Sales Follow-up Question?Ī sales follow-up question is a question a sales rep asks a prospect or customer after they’ve received the answer to an initial question. At The Brooks Group, we also help clients optimize the hiring process, and follow-up questions-especially behavior-based questions-are extremely important in that context as well. [This post will dive into the tactics for asking great follow-up questions specifically for sales conversations. Great questioning is a skill every successful salesperson has mastered, and the follow-up is a critical part of that questioning process. The key to understanding what a prospect wants and needs lies in the follow-up question. ![]()
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