questions that uncover hidden sales opportunities
DESCRIPTION
Learn what questions general more sales. • Get clients to reveal what they really need, not just what they think they want • Uncover opportunities that you didn't know existed • Learn specific questions just for technology companiesTRANSCRIPT
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Questions that Uncover Hidden Sales Opportunities
A Guide for Technology Companies
Raj Khera © MailerMailer LLC
www.presstacular.com
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Everybody: Start Conversations(Non-Sales People: Ask Lots of Questions)
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Get clients to say this:I didn’t know your company did that... Talk to me.
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Avoid this:I didn’t know your company did that… We just hired someone else for it.
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#1 Mistake: Talking, not ListeningQ: Do you do XYZ?A: Yes, here’s what we do… <list>
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Don’t miss the bigger picture.Tell me about what you are looking to do?
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Questions that uncover hidden sales opportunities
(if you’re talking, you’re not listening)
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What kinds of things go wrong in your daily operations? Do these matter?
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Money aside, what processes would you
change right now?
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If a storm knocked out power at your office for many days, how
would your staff work?
How would you reach your clients?
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If a hurricane or earthquake damaged your office or equipment, how would you recover your data?
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Have you calculated the cost of the time your staff loses due to technology bottlenecks?
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Is any software or tool holding you back from getting things done more efficiently?
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How much time does your staff spend doing <name your process>?
What would improve if you reduced this time?
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What is the most common support question you get from your staff?
Your clients?
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What kind of growth are you expecting in the next 12 months?
Number of new employees expected?
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What kind of infrastructure
changes will you need to support
this growth?
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How do you handle network security for your teleworkers?
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What could happen to your data, network access and web site if a staff member lost a
company laptop at an airport?
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If a customer’s first interaction with you was your web site, what would you hope they do?
What do you think they really do?
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What are some of the recent mobile support
options you have explored?
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How long do you usually keep equipment like computers, printers, phones?
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Have you explored a business case to see if you should upgrade to <you name it>?
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Don’t provide a solution immediately
Ask more questions…
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So you don’t chase the wrong problem.
If you could integrate your desktops, mobile devices and telephone system,
would that be worth pursuing?
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“Nice to Have” projects don’t get funded
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The more you askThe more you uncover
The more you sell
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