Asking great questions should be a part of every sales call. But, there may be a difference between the questions you are asking and great questions. Great questions solicit candid, thoughtful feedback, which leads you closer to making a sale. Based on fifteen years of sales experience and countless hours of training and courses on the topic, here are what I believe to be the five best questions that you can ask while in front of a prospect…
1) Who signs the order or agreement?
I used to ask who the decision-maker is, but I have been burned too many times on that question. My experience tells me the following: (1) the decision-maker is commonly not the person who signs your deal and (2) the decision-maker likes to pretend they are in charge of the decision, when they are really not. These two points are especially relevant in strategic sales applications. I would argue that most sales people know who signs the order less than 50% of the time. Now, that does not mean that you will not earn the business, it just infers that you leave yourself open for the competition to align themselves with the correct person. I have never come across anyone who has not been truthful when I asked “who signs the order?” People who do not have the authority to do so, will not put themselves out there if they cannot execute the agreement.
