How can you use questioning to motivate prospects and create urgency in Outside Sales?

1 Open-ended questions

Open-ended questions are those that invite your prospects to share more information and opinions, rather than just giving a yes or no answer. These questions typically start with words like what, how, why, where, when, or who. For example, you could ask your prospects what challenges they are facing in their industry, how they measure the success of their current solution, why they are looking for a change or improvement, where they see their business in the next year or five years, when they need to implement a new solution or achieve a certain outcome, and who the key decision-makers and influencers in their organization are. Open-ended questions help to establish trust and rapport with your prospects as you demonstrate genuine interest in their situation. Additionally, these types of questions can uncover their pain points, goals, motivations, and expectations which are all essential for creating value propositions and closing techniques.

2 Probing questions

Probing questions are those that dig deeper into the answers that your prospects give to your open-ended questions. They help you to clarify, confirm, or challenge their statements, and to uncover any hidden objections or concerns. Usually starting with words like can, could, would, do, or did, probing questions can be used to ask your prospects for more information about how a challenge affects their daily operations or revenue, an example of how their current solution falls short of expectations, and if they have any questions or concerns about your solution or company. Additionally, you can use probing questions to gauge a prospect's level of interest, readiness, and authority as well as address any objections or doubts they may have. Ultimately, probing questions can help you position your solution as the best fit for their needs and wants.

3 How to use questioning to motivate and create urgency

Questioning is not just a way of gathering information, but also a way of influencing and persuading your prospects. Strategically using open-ended and probing questions can motivate your prospects and create a sense of urgency. You can highlight the gap between their current situation and desired situation, emphasizing the benefits and value of your solution, as well as uncovering their buying criteria and decision-making process. Additionally, you can identify and overcome any objections or barriers that may prevent them from taking action, creating a sense of scarcity or exclusivity. By using questioning to motivate and create urgency, you can increase your chances of closing more sales and building long-term relationships with your prospects.