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Is My Prospect Qualified--and Other Great Sales Questions

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Contrary Domino ®, Inc.
Contrary Domino ®, Inc.

How do you uncover risks and opportunities in your sales engagements? This presentation offers some great questions to ask and tips for success

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Is My Prospect Qualified? --and other sales questions Germantown Innovation Center/ June 17 th ,2010 Andrew Rudin, Managing Principal, Outside Technologies, Inc. www.outsidetechnologies.com 703.371.1242 (mobile) [email_address] www.xeesm.com/andyrudin
Outside Technologies, Inc. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
If I took time out of my day to attend this meeting, what would I like to gain? ,[object Object],[object Object],[object Object]
Key Problems to Solve ,[object Object]
A few myths that trap salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Participant Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key challenges ,[object Object],[object Object]
Question-driven conversations ,[object Object],[object Object],[object Object]
I. Foundation of trust -- begins before the first conversation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
II. Questions to ask ,[object Object],[object Object],[object Object],[object Object],[object Object]
1. Qualification: “4 Green Lights” ,[object Object],[object Object],[object Object],[object Object],[object Object]
Formal Structure 2. Networking Questions Resource: Rob Cross The Hidden Power of Social Networks Informal Structure
Example Networking Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
3. Attitude/Sentiment Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Resource: Made to Stick by Chip Heath and Dan Heath
4. Validation Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
5. Visioning Questions ,[object Object],[object Object],[object Object]
III. Five discovery skills for selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Critical Success Factors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Resource Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
Thanks ! ,[object Object]

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Is My Prospect Qualified--and Other Great Sales Questions

  • 1. Is My Prospect Qualified? --and other sales questions Germantown Innovation Center/ June 17 th ,2010 Andrew Rudin, Managing Principal, Outside Technologies, Inc. www.outsidetechnologies.com 703.371.1242 (mobile) [email_address] www.xeesm.com/andyrudin
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  • 13. Formal Structure 2. Networking Questions Resource: Rob Cross The Hidden Power of Social Networks Informal Structure
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