Qualifying Questions that Go Beyond Traditional Questions
Non-Traditional Questions You Should Be Asking!
When interviewing prospects, it can be difficult to determine exactly what types of questions you should be asking. You want to go beyond the obvious – but how can you ask questions that make your company stand out?
Sometimes, one question could make the difference between them doing business with you or a competitor. Prospects want to know that they’re investing in people who care – so ask questions that show you’re invested!
We’ve outlined some thought-provoking questions to ask your clients that will help you stand out from the crowd:
“Prospects want to know that they’re investing in people who care – so ask questions that make your company stand out!”
Question #1: What can we do for you to make you comfortable with moving forward?
The answers to this question will vary greatly, but they will provide you with some useful information. Regardless of what your prospect says, you’ll be able to understand what may be holding back a sale, and how viable a lead is.
This question also shows you if any prospects have similar answers, which may mean there’s something in your product or service that should be changed to meet client expectations.
“You’ll be able to understand what may be holding back a sale.”
Question #2: What has kept you from seeking out this type of product or service previously?
The answer to this question might give you an idea of how serious your prospect is in moving forward with the sale.
The responses of prospects will provide some insight into their current sense of urgency and purchasing plans. If these perceived barriers have been impeding purchases for years, it’s possible that prospects aren’t as eager to buy as they may have led you to believe.
This question can also reveal any roadblocks that have previously prevented a purchase. You now have an opportunity to direct your conversation in a way that removes those obstacles immediately, putting your prospect at ease and moving one step forward in closing the deal.
“The answer to this question might just give you an idea of how serious your prospect is in moving forward with the sale.”
Question #3: Who from your company will be involved in your decision-making processes?
When working with clients – especially those with large teams – it’s important to designate a point or two of contact from the beginning. This will keep everyone organized in who should be communicating.
When it comes to making big decisions for a company, you really don’t want too many cooks in the kitchen. When communication isn’t streamlined, especially regarding big decisions, you could end up with conflicts and confusion on both ends, due to various points of contact and too many opposing opinions.
Explicitly asking this question and getting it squared away from the beginning can help you identify the decision-makers and to whom you should direct your attention. Furthermore, it can indicate whether your prospect engages in the purchase alone, or if there will be other stakeholders that may delay the sales process.
“When it comes to making big decisions for a company, you really don’t want too many cooks in the kitchen.”
Question #4: How would you describe our products or services to a peer/acquaintance?
When you partner with a prospect, you should make sure that everyone is on the same page. The answer to this question will give you an idea of what exactly your prospect thinks about the products/services you provide.
The great part of this probe is that it will provide you with a plethora of useful responses. By identifying what your prospect thinks of your brand, you have the opportunity to address any misunderstandings surrounding your business, brand, or products and services.
In addition, this question will alert your company to market attitudes that need to be addressed through messaging, advertising, and other means. While discussing your company’s flaws may seem counterintuitive, it can provide valuable insights to address with your sales and marketing teams.
“When partnering with a prospect, you should make sure that everyone is on the same page.”
The biggest takeaway from this article should be that when you interview prospects, ask the questions that matter. Go beyond the cookie-cutter questions that elicit cookie-cutter responses, which don’t tell you much about your prospect or how you can serve them best.
Your prospects will feel appreciated and validated by being prompted to answer questions that benefit both them as a potential client and you as a business owner. Be sincere and transparent, and your prospects will certainly notice!