Per Chet Holmes, “The Ultimate Sales Machine” author, during your sales process you should be gathering personal and professional information which will assist you in connecting with your client during the follow-up phase (whether they purchase from you or not).
What questions could you ask to get helpful responses for the sale and follow-up?
Some of them include…
-What could you do to help your clients meet their stated goals?
-What are your greatest business challenges? How can you help them achieve solutions in these areas?
-Discuss their pain point or why they would buy from you (or continue the relationship)?
-What objections do they have (make sure to have responses to the common ones beforehand)?
-Record – What was effective in getting the sale (so you can utilize that strategy later (if appropriate)?
What questions help you gather information which can help provide additional value to your prospect when you follow up? I would appreciate your thoughts and comments below.