Are you having trouble closing deals with your prospects? Perhaps you’re having trouble because there is a lack of urgency. No matter how great your product or service is, your prospects won’t buy it unless there’s a sense of urgency. Creating a sense of urgency will turn the product or service you are selling from a desire to a necessity.
Here are 10 sales questions to ask that will create a sense of urgency in your prospects.
1. What is the problem you’re looking to solve?
When you identify your prospect’s problems, you’ll create the perfect opportunity to demonstrate how your product or service is the solution they’re searching for.
2. Have you had this problem before?
This closed-ended question will help you maintain control of the conversation. If the prospect’s problem is reoccurring, they’re going to be looking for a solution they can implement right away.
3. How soon do you want to solve this problem?
This question will get your prospect to admit, in their own words, that they want to solve their problem sooner rather than later.
4. What happens if you keep doing what you are doing?
Your prospect could be stalling because they’re afraid to change how they’ve been doing things. This question will allow your prospect to do what they need to do, tackle their problem head-on.
5. What are your key initiatives?
With this question, you will gain an understanding of your prospect’s goals. This will put you in a position to educate them on how your product or service can help them attain those goals.
6. Is your industry getting more competitive, or less competitive?
This is a trap question, so ask it with an empathetic tone or you’ll appear too salesy. All companies want to stay on the forefront of their industry. Make it evident to the prospect that your product can give them the edge over their competition.
7. Would you be interested in speaking with a few of our customers who have realized a return on their investment?
Instead of giving them references, ask them if they want references. They will find more meaning if they feel like it was their idea to speak with your references. When your prospect hears the great results from your customers, they will be persuaded to implement your product quickly.
8. How do you picture the implementation process and timeline?
It’s important to discover the prospect’s expectation for when they want your solution implemented.
9. How can I make you look like a superstar?
Let the prospect know that their success is your number one priority. Everybody wants to be the superstar in their office.
10. Are you ready to move forward?
The number one mistake of most sales people is not asking for the order. This is a perfect question to close the deal. When the prospect tells you they are ready to move forward, ask for their purchase order or signature on the agreement.
If you are having trouble closing deals with your prospects, start using these questions. When you do, you’ll create a sense of urgency and sales will begin rolling in faster than ever before.
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Founder of RedRock Leadership