Top 10 Questions to Ask Your Prospects to Get the Information You Want

by Mar 19, 2017B2B Lead Generation, Sales

Top 10 Questions to Ask Your Prospects to Get the Information You Want

Going back and forth with queries to prospects demonstrates a lack of skill and professionalism – you want to make sure that you receive the answers to all your questions in one sitting. It’s alright to request additional documents, but receiving general information should happen at the beginning of your client-provider relationship.

Also, you want to:

  1. Gather information
  2. Qualify each prospect
  3. Establish rapport
  4. Build Trust

To be fully prepared to receive the information that you need, you must develop a questionnaire template that you can either email to each prospect or fill in during a meeting. To help you, here are the top 10 questions to ask prospects so that you can get the information that you need to serve them better:

Of course, these questions are not exhaustive and you can add as many as you like if you feel that you need more answers.

1.  Do you have a current supplier/provider?

Find out which providers your prospects have used in the past. Also, by asking probing questions, you can better understand why they are leaving their previous providers and how you can avoid the same mistakes.

2.  What is your budget?

Asking about the budget will save you the time of selling to people who have no intention of purchasing. It also helps you to understand where this expense fits into the company’s priorities.

You don’t have to request a finite number; the idea is to find out if they have a rough estimate of how much they’re willing to spend on your solution.

3.  Are there other people involved in the buying process?

Oftentimes salespeople will speak to one person in a department and just they think they’ve got the company’s buy-in, they’re redirected to a different stakeholder in the buying process. It will help for you to find out who you should get through to get an official signature on your proposal. Speak with these stakeholders from the onset to avoid delays.

4.  What are the main problems in your business that you would like to solve?

This question will give insight into the problems they’re wanting to solve in their business. It may also be an opportunity for cross-selling – by them listing all their problems, you can identify opportunities for selling some of your other solutions in addition to the main one.

5.  Where are you geographically located?

Depending on the company’s location, your services and costs may vary. It’s important to find out where they are located so that you may immediately know which approach to take.

For example, if you will service a company internationally, how will you do it, how much will your charge and who will you assign the job to?

6.  Which top criteria will influence your buying decision?

This question will help you to understand how you and your competitors will be evaluated. It will also help you to explain how your solution can fulfill this criterion. When you demonstrate that you can solve your client’s problems and fulfill their criteria, you will face less objection.

7.  What is your timeline for implementing this change?

Oftentimes prospects will be enthusiastic about a solution, but when it comes time to make it official they will mention that they’re planning to implement only at a later stage. It’s important to ask this question to get an idea of when you should expect this business to pull through.

8.  What do you see as the next steps?

Ask this question to avoid any misunderstandings on future expectations.

9.  How will you measure success?

This may be a no-brainer but sometimes clients misinterpret what your solution offers. Make sure expected results are clearly identified or quantified if possible.

10.   What other important points should we know before moving forward?

This question gives you the opportunity to iron out any reservations your prospect may have and build that trust with them.