Danny Manich to ask sales prospects and why
According to Danny Manich, a decades-old sales veteran, long-term sales performance is the right question to ask. Asking the right sales questions means understanding your customer’s needs – and only when you fully understand their needs that you can give them what they really need. And that’s the great sales – the ability to see, diagnose, and meet the needs of a client.
Danny Manich offers some expert advice for new sales professionals. Here are four essential sales questions you should ask every prospect and why:
1. What is your biggest challenge right now?
The answer to this question will help you understand what your prospects are trying to achieve and how you can help them. This is a great way to build relationships and show that you are interested in helping them solve their problems.
2. What have you tried in the past?
This question will help you understand what your prospects have already done to try and solve their challenge and whether they have had any success. It is important to know that you can tailor your solution to their specific needs.
3. What is your timeline?
This question is important for two reasons. First, it will help you understand how urgently your potential needs to be addressed. Second, it will help you determine if they are ready to buy. Unless they’re in a hurry, they may not be ready to make the purchase yet.
4. What is your budget?
Just like the timeline question, it is important for two reasons. First, it will help you understand how much money your prospects are willing to spend on a solution. Second, it helps you measure their readiness to buy again. If they are not willing to invest more in a solution, they may still not be ready to purchase.
Asking the right questions is essential for successful sales. By asking these four questions, you will be able to better understand your potential needs and how you can help them. You will be able to measure their readiness to buy, which is the information needed when closing the contract.
5. What is the most important thing to you?
This question will help you understand what is most important to your prospects. This can be helpful in two ways. First, it can help you prioritize what you say and how you present your solution. Second, it can help you close the deal by addressing their most important needs.
6. What are your other options?
This question will help you understand what other solutions are considering your possibilities. It is important to know that you can tailor your solution to their specific needs. This is a great way to show them that you are interested in helping them find the best possible solution to their challenge.
7. What if you don’t solve this challenge?
This question is important for two reasons. First, it will help you bet on your chances. Second, it can be a great way to show them the urge to find a solution.
8. How did you hear about us?
This question is important for two reasons. First, it will help you understand how your prospects have become aware of your company and your solutions. Second, it can be a great way to measure their level of interest. If they have done their research and are familiar with your company, they are more likely to be interested in your solution.
Conclusion
Danny Manich’s lessons are basically about the idea of ​​asking the right questions. This is the underlying point: Great sales performance is directly related to asking the right questions. Knowing your craft is essential for successful sales. By asking these eight questions, you will be able to better understand your potential needs and how you can help them. You will be able to measure their readiness to buy, which is the information needed when closing the contract.
