Questions That Uncover Hidden Sales Opportunities

Questions that Uncover Hidden Sales Opportunities

A Guide for Technology Companies

Raj Khera © MailerMailer LLC

www.presstacular.com

Everybody: Start Conversations(Non-Sales People: Ask Lots of Questions)

Get clients to say this:I didn’t know your company did that... Talk to me.

Avoid this:I didn’t know your company did that… We just hired someone else for it.

#1 Mistake: Talking, not ListeningQ: Do you do XYZ?A: Yes, here’s what we do… <list>

Don’t miss the bigger picture.Tell me about what you are looking to do?

Questions that uncover hidden sales opportunities

(if you’re talking, you’re not listening)

What kinds of things go wrong in your daily operations? Do these matter?

Money aside, what processes would you

change right now?

If a storm knocked out power at your office for many days, how

would your staff work?

How would you reach your clients?

If a hurricane or earthquake damaged your office or equipment, how would you recover your data?

Have you calculated the cost of the time your staff loses due to technology bottlenecks?

Is any software or tool holding you back from getting things done more efficiently?

How much time does your staff spend doing <name your process>?

What would improve if you reduced this time?

What is the most common support question you get from your staff?

Your clients?

What kind of growth are you expecting in the next 12 months?

Number of new employees expected?

What kind of infrastructure

changes will you need to support

this growth?

How do you handle network security for your teleworkers?

What could happen to your data, network access and web site if a staff member lost a

company laptop at an airport?

If a customer’s first interaction with you was your web site, what would you hope they do?

What do you think they really do?

What are some of the recent mobile support

options you have explored?

How long do you usually keep equipment like computers, printers, phones?

Have you explored a business case to see if you should upgrade to <you name it>?

Don’t provide a solution immediately

Ask more questions…

So you don’t chase the wrong problem.

If you could integrate your desktops, mobile devices and telephone system,

would that be worth pursuing?

“Nice to Have” projects don’t get funded

The more you askThe more you uncover

The more you sell

Email marketing that includes a library of technology articles to help you get more business.

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