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Questions that UncoverHidden Sales Opportunities A Guide for Technology Companies                                    Raj K...
Everybody: Start Conversations(Non-Sales People: Ask Lots of Questions)
Get clients to say this:I didn’t know your company did that...Talk to me.
Avoid this:I didn’t know your company did that…We just hired someone else for it.
#1 Mistake: Talking, not ListeningQ: Do you do XYZ?A: Yes, here’s what we do… <list>
Don’t miss the bigger picture.Tell me about what you are looking to do?
Questions that uncoverhidden sales opportunities(if you’re talking, you’re not listening)
What kinds of things go wrong in your  daily operations? Do these matter?
Money aside, whatprocesses would you  change right now?
If a storm knocked out power at    your office for many days, how            would your staff work?How would you reach you...
If a hurricane or earthquakedamaged your office or equipment,how would you recover your data?
Have you calculated thecost of the time your staffloses due to technologybottlenecks?
Is any software or toolholding you back fromgetting things done moreefficiently?
How much time does your staff spend doing<name your process>?What would improve if you reduced this time?
What is the most common support question you get from your staff?                     Your clients?
What kind of growth are you expecting inthe next 12 months?     Number of newemployees expected?
What kind of  infrastructurechanges will youneed to support   this growth?
How do you handle network securityfor your teleworkers?
What could happen to your data, networkaccess and web site if a staff member lost a            company laptop at an airport?
If a customer’s first interaction withyou was your web site, what wouldyou hope they do?What do you think they really do?
What are some of therecent mobile support     options you have            explored?
How long do you usually keep equipment   like computers, printers, phones?
Have you explored a business case tosee if you should upgrade to <you name it>?
Don’t provide a solution       immediatelyAsk more questions…
So you don’t chase the    wrong problem.If you could integrate your desktops,mobile devices and telephone system,    would...
“Nice to Have”projects don’t get funded
The more you askThe more you uncover  The more you sell
Email marketing that includes a library of technology articles              to help you get more business.              Tr...
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Questions That Uncover Hidden Sales Opportunities

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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 companies

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  • Deal closed. Sales people leave. Then what? Use your non-sales people to sell. They are your hidden sales force. Client doesn’t see them as threatening, like they might see a sales person. Many cases: peer to peer relationships with client’s team &gt;&gt; trust. Teach them what questions to ask and they will find new opportunities for you.
  • Transcript of "Questions That Uncover Hidden Sales Opportunities"

    1. 1. Questions that UncoverHidden Sales Opportunities A Guide for Technology Companies Raj Khera © MailerMailer LLC www.presstacular.com
    2. 2. Everybody: Start Conversations(Non-Sales People: Ask Lots of Questions)
    3. 3. Get clients to say this:I didn’t know your company did that...Talk to me.
    4. 4. Avoid this:I didn’t know your company did that…We just hired someone else for it.
    5. 5. #1 Mistake: Talking, not ListeningQ: Do you do XYZ?A: Yes, here’s what we do… <list>
    6. 6. Don’t miss the bigger picture.Tell me about what you are looking to do?
    7. 7. Questions that uncoverhidden sales opportunities(if you’re talking, you’re not listening)
    8. 8. What kinds of things go wrong in your daily operations? Do these matter?
    9. 9. Money aside, whatprocesses would you change right now?
    10. 10. If a storm knocked out power at your office for many days, how would your staff work?How would you reach your clients?
    11. 11. If a hurricane or earthquakedamaged your office or equipment,how would you recover your data?
    12. 12. Have you calculated thecost of the time your staffloses due to technologybottlenecks?
    13. 13. Is any software or toolholding you back fromgetting things done moreefficiently?
    14. 14. How much time does your staff spend doing<name your process>?What would improve if you reduced this time?
    15. 15. What is the most common support question you get from your staff? Your clients?
    16. 16. What kind of growth are you expecting inthe next 12 months? Number of newemployees expected?
    17. 17. What kind of infrastructurechanges will youneed to support this growth?
    18. 18. How do you handle network securityfor your teleworkers?
    19. 19. What could happen to your data, networkaccess and web site if a staff member lost a company laptop at an airport?
    20. 20. If a customer’s first interaction withyou was your web site, what wouldyou hope they do?What do you think they really do?
    21. 21. What are some of therecent mobile support options you have explored?
    22. 22. How long do you usually keep equipment like computers, printers, phones?
    23. 23. Have you explored a business case tosee if you should upgrade to <you name it>?
    24. 24. Don’t provide a solution immediatelyAsk more questions…
    25. 25. So you don’t chase the wrong problem.If you could integrate your desktops,mobile devices and telephone system, would that be worth pursuing?
    26. 26. “Nice to Have”projects don’t get funded
    27. 27. The more you askThe more you uncover The more you sell
    28. 28. Email marketing that includes a library of technology articles to help you get more business. Try it free: www.presstacular.com 800-475-1415
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