SALES QUESTIONS

YOUR PROSPECTS 4Can’t Hel! But Answe".

Aaron Ross Predictable Revenue

PRODUCED BY:

Pr o T i p s f r om Best-Se l l i ng Sa l e s Aut h o r Aar o n Ro ss

On average, it takes 8.4 tries to reach a live prospect on the phone.

Source: Sales Shift

The takeaway?

Don’t me# u! the ca$ once you actua$y reach someone.

The takeaway?

I’ve made thousands of sales calls.

I’ve made thousands of sales calls.

I’ve taught reps how to make thousands of sales calls.

I’ve made thousands of sales calls.

I’ve taught reps how to make thousands of sales calls.

But there are only a few questions that I find rea$y work.

So here they are: simple prospecting sales questions from the pro%.

“Did I catch

you at a bad

time?”

1Start friendly.

With this question:

“Did I catch you at a bad time?” 1

With this question: •  You’re asking for permission to chat.

“Did I catch you at a bad time?” 1

With this question: •  You’re asking for permission to chat. •  You’re diffusing defensiveness.

“Did I catch you at a bad time?” 1

With this question: •  You’re asking for permission to chat. •  You’re diffusing defensiveness. •  You’re showing respect.

“Did I catch you at a bad time?” 1

“ If you were me,

how would you

approach the

organization?”

2Request help.

With this question:

“ If you were me, how would you approach the organization?” 2

With this question: •  You’re being honest.

“ If you were me, how would you approach the organization?” 2

With this question: •  You’re being honest. •  You’re asking for help.

“ If you were me, how would you approach the organization?” 2

With this question: •  You’re being honest. •  You’re asking for help. •  You’re getting the right advice.

“ If you were me, how would you approach the organization?” 2

“May I ask how

you're hand ling

____ today?”

3Engage them.

With this question:

“May I ask how you're hand ling ____ today?” 3

With this question: •  You’re showing interest in their

expertise.

“May I ask how you're hand ling ____ today?” 3

With this question: •  You’re showing interest in their

expertise. •  You’re making it easy to talk about

their business with a specific, get-to-the-point question.

“May I ask how you're hand ling ____ today?” 3

“Do you have

your calendar

handy?”

4Make it easy.

With this question:

“Do you have your calendar handy?” 4

With this question: •  You’re taking next steps around their

schedule.

“Do you have your calendar handy?” 4

With this question: •  You’re taking next steps around their

schedule. •  You’re ensuring a second

conversation.

“Do you have your calendar handy?” 4

Asking a few questions that make you feel good ...

... als& make% it easy t& have a great conve'ation.

Asking a few questions that make you feel good ...

When should you ca$ next?

When should you ca$ next?

Send a follow up email with Signals – a free tool that will alert you when your prospect has opened and clicked your

content. That’s when you should call next.

When should you ca$ next?

Send a follow up email with Signals – a free tool that will alert you when your prospect has opened and clicked your

content. That’s when you should call next.

TRY SIGNALS FOR FREE TODAY

C heat Sheet : 4 Q uest i o n s Y o ur P r o spe cts C an ’ t He l p B ut Answer

“Did I catch you at a bad time?” 1

“ If you were me, how would you approach the organization?” 2

“May I ask how you're hand ling ____ today?” 3

“Do you have your calendar handy?” 4

Aaron Ross Predictable Revenue

By Aaron Ross Author, Predictable Revenue

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THANK YOU.

Now that you’ve mastered the phone call, start mastering prospect emails. Click to view that SlideShare: