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Questions that Uncover Hidden Sales Opportunities A Guide for Technology Companies Raj Khera © MailerMailer LLC www.presstacular.com

Questions That Uncover Hidden Sales Opportunities

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Learn what questions general more sales. • Get clients to reveal what they really need, not just what they think they want • Uncover opportunities that you didn't know existed • Learn specific questions just for technology companies

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Page 1: Questions That Uncover Hidden Sales Opportunities

Questions that Uncover Hidden Sales Opportunities

A Guide for Technology Companies

Raj Khera © MailerMailer LLC

www.presstacular.com

Page 2: Questions That Uncover Hidden Sales Opportunities

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

Page 3: Questions That Uncover Hidden Sales Opportunities

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

Page 4: Questions That Uncover Hidden Sales Opportunities

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

Page 5: Questions That Uncover Hidden Sales Opportunities

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

Page 6: Questions That Uncover Hidden Sales Opportunities

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

Page 7: Questions That Uncover Hidden Sales Opportunities

Questions that uncover hidden sales opportunities

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

Page 8: Questions That Uncover Hidden Sales Opportunities

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

Page 9: Questions That Uncover Hidden Sales Opportunities

Money aside, what processes would you

change right now?

Page 10: Questions That Uncover Hidden Sales Opportunities

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

would your staff work?

How would you reach your clients?

Page 11: Questions That Uncover Hidden Sales Opportunities

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

Page 12: Questions That Uncover Hidden Sales Opportunities

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

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

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

What would improve if you reduced this time?

Page 15: Questions That Uncover Hidden Sales Opportunities

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

Your clients?

Page 16: Questions That Uncover Hidden Sales Opportunities

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

Number of new employees expected?

Page 17: Questions That Uncover Hidden Sales Opportunities

What kind of infrastructure

changes will you need to support

this growth?

Page 18: Questions That Uncover Hidden Sales Opportunities

How do you handle network security for your teleworkers?

Page 19: Questions That Uncover Hidden Sales Opportunities

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

company laptop at an airport?

Page 20: Questions That Uncover Hidden Sales Opportunities

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?

Page 21: Questions That Uncover Hidden Sales Opportunities

What are some of the recent mobile support

options you have explored?

Page 22: Questions That Uncover Hidden Sales Opportunities

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

Page 23: Questions That Uncover Hidden Sales Opportunities

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

Page 24: Questions That Uncover Hidden Sales Opportunities

Don’t provide a solution immediately

Ask more questions…

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So you don’t chase the wrong problem.

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

would that be worth pursuing?

Page 26: Questions That Uncover Hidden Sales Opportunities

“Nice to Have” projects don’t get funded

Page 27: Questions That Uncover Hidden Sales Opportunities

The more you askThe more you uncover

The more you sell

Page 28: Questions That Uncover Hidden Sales Opportunities

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