| Qualifying fact finding questions are directly | | | | budget, people and overall commitment? By not |
| connected to your industry, your products, your | | | | directly asking about money and expanding this to |
| services and most importantly your customers. In | | | | resources provides you more information that many |
| consultative selling, I find that asking these 10 | | | | sales professionals generally do not receive. You may |
| insightful qualifying questions early in the selling phase | | | | also learn that the goal is not as significant as |
| of the sales process saves me time. | | | | originally suggested. |
| First, before you can ask these 10 questions, you | | | | Question #7: What expectations do you have with |
| need find the right people be them the decision | | | | your existing vendor relationships? When asking this |
| makers, the project managers or even a centers of | | | | question, your goal is to learn of any unknown |
| influence (sponsors). Invest some time building the | | | | established relationships and the sales prospects' |
| relationships because relationship selling begins here | | | | relationship preferences. A follow-up question may |
| with mutual trust and respect. | | | | center on the current goal and if there will be |
| During the fact finding meeting, here are 10 qualifying | | | | additional expectations. Depending upon the situation, |
| questions that I ask: | | | | I may ask a very direct follow-up question specific to |
| Question #1: Where do they see their business or | | | | the satisfaction the potential customer has with its |
| department going in the next 6 months to 3 years? | | | | current vendor. |
| Here you must engage in active listening to have a | | | | Question #8: As you move forward in your decision |
| clear picture of what is really happening. One good | | | | making process, what do I need to do to help you? |
| follow-up question is to use a balance score card | | | | Instead of asking what is your decision making |
| where you focus on general areas such as customers | | | | process the question asked by many salespersons, |
| to financials to leadership. | | | | you have asked what I call a back door question that |
| Question #2: Why is moving in this direction | | | | places you in what I have termed a position of pull |
| important to them? The importance will vary | | | | instead of a position of push. By answering the |
| depending upon the individual's role and function within | | | | question, the sales prospect is figuratively pulling you |
| the organization. By asking this question you are | | | | to her or him instead of you pushing him or her. Sales |
| becoming aware of the emotional drivers directing | | | | Coaching Tip: Pulling is much better than pushing. |
| the goal. | | | | Question #9: Do you expect a formal RFP or RFI or |
| Question #3: What is driving this goal forward? This | | | | RFQ to be issued? If so, will you or someone else be |
| question is important to listen as to who truly owns | | | | the author of this request? This question may not be |
| the goal, are there any additional emotional drivers | | | | necessary for all organizations and truly depends your |
| and helps to determine if you have all the decision | | | | early fact finding information as well as the type of |
| makers at the table. | | | | organization. Many not-for-profits issue these |
| Question #4: What forces are keeping this goal from | | | | documents as standard practice even for small |
| being successful? The response to this question can | | | | consultative selling engagements. |
| become quite detailed from global marketplace to | | | | Question #10: Where do we go from here? |
| individual behaviors or even the overall culture of the | | | | Sometimes, this question can earn you the contract |
| organization. A follow-up question may need to focus | | | | right on the stop. Other times, you will receive |
| on priority, as this is a force that derails many | | | | additional information or request such as a statement |
| potential sales. Sales Coaching Tip: Do not confuse | | | | of work (proposal) to scheduling another meeting. |
| priority with urgency. | | | | As selling is truly both generic and specific, these are |
| Question #5: If this goal is not achieved, what does | | | | not the only qualifying fact finding questions. |
| this mean for you as well as the organization? Again | | | | However, I have found them to helpful as I have |
| returning to the emotions, this question is very | | | | grown my consultative selling practice. Additionally, |
| important. Sales Coaching Tip: Since you have an | | | | one of the benefits is by asking these questions |
| established relationship, you can ask this very | | | | early within the sales process, you will truly learn if |
| personal question. | | | | this goal is really important or if you have a tire ticker |
| Question #6: How have other significant goals been | | | | engaged in planning a budget for two years down |
| supported specific to the resources of time, allocated | | | | the road. |