I should ask you, why are you reading this? Is closing and qualifying more prospects important to you? If so, read on.<\/p>\n The main complaint I hear about salespeople<\/strong> is that they don\u2019t care about a prospect\u2019s needs or issues. They \u201cshow up and throw up\u201d as they say. It\u2019s all about their product and service. True sales professionals speak less than the prospect, and ask excellent questions.<\/p>\n I am going to blog about many uses of the Socratic form of sales, but to introduce it I want to encourage you and your sales department to have a standard prospect questionnaire that is a required part of any sales process or presentation.<\/p>\n It\u2019s important for your salesperson to understand the following<\/strong>.<\/p>\n <\/li>\n<\/ol>\n Here is a quick example of questions a business might ask every prospect, and the reason they ask it should be clear. Many of these may apply to your business.<\/p>\n A salesperson should never address any of the answers<\/strong> until all the questions are asked. \u00a0If you take off on a tangent because they say a detailed proposal is very important, you may never get back to the other questions, in which you may have found out that the detailed proposal while being important, is not the hot button. \u00a0Take the time to walk through all the questions. It\u2019s certainly okay to add a brief statement after a question, like, yes we find that true with many of our clients, and then move on.<\/p>\n You should build your questions around the strengths of your business.<\/strong> If you have only been in business 1 year, you don\u2019t ask, how important is the number of years a company has been in business is. You ask. How important is it that the company you select has new ideas and is hungry for your business?<\/p>\n Oddly enough, many small businesses don\u2019t use a questionnaire because they don\u2019t want to hear the answers. They would rather have a \u201cshot\u201d at the business and ignore the reality their business\u00a0doesn’t\u00a0actually have a shot.<\/p>\n Once you finish the questions, you have a couple of choices to make. \u00a0You can address the main issues at this time (If this is a one call close) or you can briefly cover their main concerns, and then go into detail when you return with the actual proposal for work.<\/p>\n Your presentation or proposal needs to focus on the answers<\/strong> to the questions. If you have a canned presentation you send to every prospect, then you are losing out in sales conversions.<\/p>\n Start with these words\u2026. Ms. Smith, let me tell you why our customers love our service. \u00a0Like you, they were looking for a business that had experience in servicing their industry. We have over 25 clients in similar industries, and have learned that it takes a very specific approach (go on about this unique and valuable approach).<\/p>\n Can you see the benefits of using a questionnaire with your prospects? Instead of selling them what you \u201cthink\u201d they need or want, you can actually address what they<\/i><\/b> feel they want and need.<\/p>\n Another value of a questionnaire is many businesses fight the \u201cprice\u201d battle all the time<\/strong>. \u00a0A questionnaire will help you educate a prospect on your value. If used correctly, it will help you win business over the \u201ccheap\u201d competition, by having the prospect state and acknowledge that there are far more important issues than price.<\/p>\n Now if the prospect says the biggest issue is price, and you know you can not compete on that basis, then you have saved a lot of time by identifying this, and not moving into a proposal process.<\/p>\n There are so many examples of using the Socratic method of communication I will be blogging about later. It\u2019s used in Marketing, Sales, H.R., P.R., as well as Education and may other fields\u00a0 \u00a0– because it works.<\/p>\n Sit down and write out the questions you should ask every prospect and then start using them! I am positive you will see a much better sales conversion rate, and have a better relationship with new clients or customers.<\/p>\n By Mike Bayes<\/p>\n If we can help you\u00a0accelerate\u00a0your sales contact us at www.salesjumpstart.net\u00a0<\/a><\/p>\n Who was Socrates?\u00a0http:\/\/www.columbia.edu\/itc\/lithum\/wong\/Socrates.html<\/a><\/p>\n <\/p>\n <\/p>\n <\/p>\n A salesperson should never address any of the answers until all the questions are asked. If you take off on a tangent because they say a detailed proposal is very important, you may never get back to the other questions, in which <\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_s2mail":"yes","footnotes":""},"categories":[6,5],"tags":[29,5,31,129],"class_list":["post-1900","post","type-post","status-publish","format-standard","hentry","category-marketing","category-sales","tag-conversion-rate","tag-sales","tag-sales-process","tag-small-business"],"_links":{"self":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts\/1900","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/comments?post=1900"}],"version-history":[{"count":0,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts\/1900\/revisions"}],"wp:attachment":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/media?parent=1900"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/categories?post=1900"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/tags?post=1900"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"Cropped](\"http:\/\/commons.wikipedia.org\/wiki\/File:UWASocrates_gobeirne_cropped.jpg\" "\\"Cropped")
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