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What is their problem?

What is their problem?

Sales professionals depend on knowing how to ask the right questions to discover the real needs of our clients. Often our clients tell us what they would like us to do, such as, "I need a solution on change management," but without telling us the ultimate result they want to achieve.

To be truly effective we must be able to help our clients articulate the cause of the problem and to be able to identify what would be different if the solution is successful. Armed with this additional information we can then design the most effective solution for the problem at hand.

So what are some examples of questions and statements you can use to open up the prospect to discussing their problems.

Help me understand. How do you measure your key performance indicators?

I’d like to learn a little more about. What do you do when that happens?

Where do you find are the bottlenecks?

How high is the absentee rate?

What are the biggest challenges you are currently facing?

What are your top priorities over the next three months?

Tell me more about that…

Give me an idea how you currently process that specific type of data?

Please describe how you use spreadsheets?

What do you do when your system goes down?

Please explain your funding process?

Compare for me how your test scores went down last year and up this year?

In what way do you measure your production?

To what extent has this been a problem?

Go through the steps when your production line goes down?

What happens when a system outage occurs?

These questions are designed to root out the problems, needs or challenges your prospect is incurring right now. The next question is one you need to ask yourself. Can you fix the problem with your solution?

If the answer is “yes” or even a partial “yes” then you have the basis for closing for an appointment. If the answer is “no”, you’re better off letting the prospect know up front rather than wasting their valuable time or yours.


© 2005 by Accelerated Sales Training, Inc.





What is their problem - To learn more about this author, visit Ron La Vine's Website.

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Ron La Vine
(Visit Ron's Website) Ron holds Accelerated Sales Training, Inc.’s The Secrets of Cold Calling Success (TM) - Live Cold Call Sales Training Workshops worldwide. Ron has trained thousands of sales reps using live cold calling for clients such as Agilent Asia Pacific, ASG, CA, Cognos an IBM Corporation, HP, HP/EDS, IBI, Informix, iWAY, LRS, MeadWestvaco, Merant, Micro Focus, NCTI, Software AG, Sterling Software over 80 more technology & non-technology related firms. Ron has delivered live cold calling hands-on workshops in Australia, Canada, England, France, Hong Kong, Ireland, Switzerland and the USA. Cultures trained included sales reps from Australia, Austria, Belgium, Canada, China, Denmark, England, Finland, France, Germany, India, Ireland, Italy, Korea, Luxembourg, Malaysia, Mexico, Netherlands, Norway, Philippines, Singapore, Sweden, Switzerland, Thailand and all across the USA. For more details about LIVE Cold Calling Sales Training Workshops contact Ron personally at http://www.astselling.com/contact.h tm or call 1-818-991-6487. Also sign up for the Free Sales Tips and Telesales Tips ezine at http://www.astselling.com/free_tips _signup.htm.

Ron La Vine is a Gold author on EvanCarmichael.com
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