In any sales opportunity, understanding the true quality and urgency is crucial. But how do you accurately gauge these factors? In this video, Amy Franko shares two simple yet powerful questions to ask during your firm’s sales and business development conversations.
Two Qualifying Questions for Your Sales and Business Development Conversations that Convert Leads
1. How important is it to you to solve this problem, on a scale of one to ten?
This question provides insight into the mindset of your client or prospect. By understanding the level of importance they assign to solving the problem, you gain clarity on how critical the issue is for them at the moment.
2. When you consider your stakeholders, again on a scale of one to ten, how important is it to them right now to solve this problem?
Here, you’re aiming for alignment between decision-makers and stakeholders. If there’s a significant disparity in their responses, it could indicate potential obstacles down the road. Addressing this misalignment early on helps in having a more meaningful and productive conversation with decision-makers.
These questions offer valuable data to guide your sales strategy. They empower you to be a trusted advisor and collaborator with your clients in determining the best path forward. Use them early in your sales cycle to assess opportunity quality and chart the most effective course of action. By leveraging these insights, you can position yourself as a valuable partner in solving your client’s challenges.
Optimize Firm Growth with the Right Sales Strategy
There’s no better time than now to focus on enhancing your growth and sales strategies. Amy Franko can help you and your team grow results through her sales training program, sales consulting, and sales assessment services. Contact Amy to schedule time for a discovery conversation
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.