90% of sales questions suck. Here's 5 questions that close deals.

If I could only ask 4 discovery questions to build pain (the kind that money follows), here they are: (the order here matters intensely) 1. Tell me about your biggest challenges when it comes to X? Easy enough. Just enough to kickstart the conversation in the right direction. And get to the 'heart of the matter' fast. But not enough by itself. Customers will (almost) always give surface level answers to the first question. 2. What's going on in the business that's driving [what they shared] to be a priorty. Ask this, and your customers will CHUCKLE half the time. Why? Because you are striking a CHORD when you ask that. You're getting to the 'need behind the need.' That's where big money lives. 3. What metric is suffering most as a result of that? Here's where most sellers struggle: Quantifying pain. You walk into a different world when you go from expressed pain to quantified pain. Your customer's urgency ramps up. And spending money to solve the problem begins to look REAL good. 4. What's driving you to solve all this now rather than later? Ask this too early? And the answers will be weak. BUT... If you ask this AFTER those first three questions... Your customer now has the FULL CONTEXT of the problem top-of-mind. And now... their answers to THIS question will be far, FAR richer. Give those 4 questions (in order) a try. Let me know how it goes?#salestips #b2bsales