The One Question I Ask When I'm Selling My Services

How are you using questions in your sales process?

When it comes to an effective sales strategy, questions aren’t just about gathering facts or discovering hidden truths. They should be designed to prompt your clients to explore the 'what ifs' and the possibilities that lie ahead.

In my sales process, a favourite question of mine is: 'What if you could double your win rate on new business sales? Could your team handle the extra workload?’

The anticipated response is always typically an enthusiastic 'yes'. However, the true objective behind this question isn’t to discover the prospect’s staffing capacity and whether they have enough people to do the work; it's to fire their imagination.

Being able to transport clients into a space where their primary concern isn't the challenge they face – losing deals – and instead considering the prospect of handling an unexpected surge in success shifts the focus from an existing problem to a wave of potentially positive outcomes.

And it’s this change of perspective that is the key to an effective sales strategy – it’s about encouraging clients to open their minds to new possibilities and solutions through the questions you pose.

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What are your key takeaways? Let me know in the comments below ??