How do you ask the right questions to avoid objections?

1 Why questions matter

Questions are the key to successful IT sales. They allow you to gather information, build rapport, qualify opportunities, diagnose problems, demonstrate expertise, and create urgency. Questions also help you to uncover the hidden or underlying objections that your prospects may have, such as budget, authority, need, timing, or competition. By asking the right questions, you can address these objections early on, and prevent them from becoming deal-breakers later on. Questions also help you to position your solution as the best fit for your prospects, and to show them how it can help them achieve their goals and overcome their challenges.

2 How to ask open-ended questions

Open-ended questions cannot be answered with a simple yes or no and are an effective way to engage your prospects. These questions invite them to share more information, opinions, feelings, and insights while showing you are genuinely interested in understanding their situation and needs. Examples of open-ended questions include: “What are your main objectives for this project?”, “How do you measure the success of your current IT solution?”, “What are the biggest challenges or frustrations you face with your current IT solution?”, “How do these challenges affect your business performance or customer satisfaction?”, “What are the benefits or outcomes you are looking for from a new IT solution?”, and “How would you describe your ideal IT solution?” Asking these types of questions can help you gain valuable insights that can aid in developing better solutions and strategies.

3 How to ask probing questions

Probing questions are an essential part of the conversation when speaking with prospects. These questions help you to gain a deeper understanding of the details, facts, and evidence behind their answers. Through probing questions, you can clarify, verify, and expand on the information you receive. Additionally, probing questions can help to uncover any gaps, inconsistencies, or objections that may exist. They also demonstrate your expertise and credibility, and show how your solution can address your prospects' specific needs and pain points. Examples of probing questions include: asking how they arrived at a conclusion or decision; what criteria or factors influence their decision-making process; how they compare or evaluate different IT solutions or vendors; what risks or consequences exist if the problem is not solved; how they quantify or measure the impact or value of the problem; and how your solution meets or exceeds their expectations or requirements.

4 How to ask confirming questions

Confirming questions are a great way to check your understanding, avoid misunderstandings, and reinforce agreement. They can help you move the sales process forward and prepare prospects for the next steps or actions. For instance, you could ask if they are looking for an IT solution that can do X, Y, and Z. Additionally, you could ask how they feel about what has been discussed so far, if they have any questions or concerns about the solution or proposal, and if they are ready to move forward with the next step. Lastly, you could inquire as to what is the best way to proceed from here.

5 How to ask closing questions

Closing questions are essential for helping you close the deal or advance the sales process. These questions address any remaining objections or hesitations that prospects may have, and create a sense of urgency and value. Examples include: inquiring if the prospect is ready to sign the contract, what they need to make a final decision, how soon they can implement the solution, if they agree it is the best option, and how you can help them get started.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?