20 Consultative Selling Discovery Questions

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20 Consultative Selling Discovery Questions

  1. 1. Executive Selling -PEOPLE. PERFORMANCE. PROFITABILITY. Suggested Probes The ability to engage executives in thoughtful dialogue is an invaluable skill. It enables you to gather information, uncover unstated opportunities, establish your credibility as a potential resource, and ultimately further critical relationships. The questions below are examples and should be used as a starting point for the development of well thought questions to be asked. Of course, one’s ability to listen carefully and actively as well as asking follow up, clarifying questions, will establish a conversational dialogue rather than a typical sales presentation. 1. Why did you agree to meet with me (us) today? 2. Are you satisfied with your current net income? 3. Where do you think it should be? 4. Are you satisfied with your current gross revenue? 5. How does it compare to industry standards? 6. Tell me about your business…. a. Who are your clients? b. Describe your market. c. How is your company different from your competitors? d. What makes your company special? e. Why should a client select your company? f. If someone asked you what your company does, how would you answer? g. How many clients do you have? h. How is your business distributed? i. Where does your revenue come from? 7. What are the current business conditions that are contributing to your current financial status? 8. Is your industry changing? 9. How is your industry changing and how are you responding? www.peakfocuscoach.com Peak Focus LLC © 2008-2013 • All rights reserved. Unauthorized duplication in whole or in part without permission is prohibited.
  2. 2. Executive Selling -PEOPLE. PERFORMANCE. PROFITABILITY. Suggested Probes 10. Is technology impacting your business? Why? How? 11. What role should your suppliers/vendors play in your business? 12. Do you have a favorite? How are they different? What do they do? 13. If we could assist you in increasing your revenue by ____% or your net income before taxes by ______5% -______%, would you be willing to spend an hour with us to discuss the opportunities? 14. I’ll bet you didn’t reach your current level of business without taking some risks nor listening to unusual proposals, are you willing you listen to us? 15. Multiple-choice question: Of the four following four issues, which is the greatest source of frustration to you today? a. Recruiting, hiring and training employees. b. Dramatic changes in technology. c. Revenue generation. d. Level of net income before taxes. 16. What are your top short term goals for company? 17. What are the contributing factors about your organization that will enable you to achieve them? 18. What are the inhibiting factors within your organization (as well as outside your organization) that are preventing you from achieving them? 19. If you had a magic wand and could fix anything as it relates to your business, what would those areas be? 20. If I only had someone who could ________________ we could_____________. www.peakfocuscoach.com Peak Focus LLC © 2008-2013 • All rights reserved. Unauthorized duplication in whole or in part without permission is prohibited.
  3. 3. PEOPLE. PERFORMANCE. PROFITABILITY. About Peak Focus, LLC About Peak Focus, LLC People. Performance. Profitability. People. Performance. Profitability. Peak Focus gives you the tools to grow, develop and strengthen your team. With a mixPeak Focus gives you we’ve created ourselves, as strengthen your team. With tools of resources that the tools to grow, develop and well as several powerful we’ve carefully assessed we’ve created ourselves, as well as passion and experience to a mix of resources thatand believe in, we combine our several powerful tools guide companies and individuals towardwe combine performance. Select yourto we’ve carefully assessed and believe in, optimized our passion and experience team guide companies and individuals toward optimized performance. Select your team members with confidence, help your key playersdevelop their soft skills, and and learn members with confidence, help your key players develop their soft skills, learn how how to coach your entire team moreeffectivelyby engaging the experts at PeakPeak to coach your entire team more effectively by engaging the experts at Focus. Focus. For more informationon and access tofree resources, please visit our website at For more informati and access to free resources, please visit our website at www.peakfocuscoach.com www.peakfocuscoach.com Engage With Us Engage With Us Free tools, resources & updates Free tools, resources & updates LIKE us on Facebook LIKE us on Facebook Check out our blog Check out our blog Follow us on Twitter Follow us on Twitter Follow us on LinkedIn Follow us on LinkedIn www.peakfocuscoach.com Peak Focus LLC © 2008-2013 • All rights reserved. Unauthorized duplication in whole or in part without permission is prohibited. www.peakfocuscoach.com Peak Focus LLC © 2008-2012 • All rights reserved. Unauthorized duplication in whole or in part without permission is prohibited.

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