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Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]

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Pro tips from best-selling author Aaron Ross.

Published in: Business, Technology
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Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]

  1. 1. 4an’t Help But Answer. C QUESTIONS SALES ROSPECTS YOUR P A ut h o r A a r o n R o s s B e s t - S e l l i n g S a le s Pr o Ti p s fr om PRODUCED BY: Aaron Ross Predictable Revenue
  2. 2. On average, it takes 8.4 tries to reach a live prospect on the phone. Source: Sales Shift
  3. 3. The takeaway?
  4. 4. The takeaway? Don’t mess up the call once you actually reach someone.
  5. 5. I’ve made thousands of sales calls.
  6. 6. I’ve made thousands of sales calls. I’ve taught reps how to make thousands of sales calls.
  7. 7. 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 really work.
  8. 8. So here they are: simple prospecting sales questions from the pros.
  9. 9. 1 Start friendly. atch d Ic “Di bad at a you e?” t im
  10. 10. 1 “Did I catch you at a bad time?” With this question:
  11. 11. 1 “Did I catch you at a bad time?” With this question: •  You’re asking for permission to chat.
  12. 12. 1 “Did I catch you at a bad time?” With this question: •  You’re asking for permission to chat. •  You’re diffusing defensiveness.
  13. 13. 1 “Did I catch you at a bad time?” With this question: •  You’re asking for permission to chat. •  You’re diffusing defensiveness. •  You’re showing respect.
  14. 14. 2 Request help. e me, u wer “ If yo ld you w wou ho h t he pr oac ap ion?” nizat orga
  15. 15. 2 “ If you were me, how would you approach the organization?” With this question:
  16. 16. 2 “ If you were me, how would you approach the organization?” With this question: •  You’re being honest.
  17. 17. 2 “ If you were me, how would you approach the organization?” With this question: •  You’re being honest. •  You’re asking for help.
  18. 18. 2 “ If you were me, how would you approach the organization?” With this question: •  You’re being honest. •  You’re asking for help. •  You’re getting the right advice.
  19. 19. 3 Engage them. k how y I as “Ma d l ing re han you' ay?” t od ___ _
  20. 20. 3 “May I ask how you're handling ____ today?” With this question:
  21. 21. 3 “May I ask how you're handling ____ today?” With this question: •  You’re showing interest in their expertise.
  22. 22. 3 “May I ask how you're handling ____ today?” With this question: •  You’re showing interest in their expertise. •  You’re making it easy to talk about their business with a specific, get-tothe-point question.
  23. 23. 4 Make it easy. have o you “D ndar r cale you dy?” han
  24. 24. 4 “Do you have your calendar handy?” With this question:
  25. 25. 4 “Do you have your calendar handy?” With this question: •  You’re taking next steps around their schedule.
  26. 26. 4 “Do you have your calendar handy?” With this question: •  You’re taking next steps around their schedule. •  You’re ensuring a second conversation.
  27. 27. Asking a few questions that make you feel good ...
  28. 28. Asking a few questions that make you feel good ... ... also makes it easy to have a great conversation.
  29. 29. When should you call next?
  30. 30. When should you call 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.
  31. 31. When should you call 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
  32. 32. ’ t H e l p B ut A n s w e r Y o ur P r o s p e c t s C a n S h e et : 4 Q u e s t i o n s C h e at 1 “Did I catch you at a bad time?” 2 “ If you were me, how would you approach the organization?” 3 “May I ask how you're handling ____ today?” 4 “Do you have your calendar handy?” Aaron Ross Predictable Revenue
  33. 33. By Aaron Ross Author, Predictable Revenue GET HIS BOOK TODAY
  34. 34. THANK YOU.
  35. 35. Now that you’ve mastered the phone call, start mastering prospect emails. Click to view that SlideShare:

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