Ten Questions for Business Growth

Executives have three main responsibilities: drive the business, make strategic decisions, and develop the bench. Actually, it’s all one responsibility: build the business. My best clients have always understood what it takes to drive the business: more sales—something they can’t delegate to any one salesperson, not even the VP of Sales. Every leader must wear the salesperson’s hat.

These successful leaders ask questions that help them understand their customers' needs, build rapport, and position their product or service as the best solution. Here are the ten questions they routinely ask:

1.???? “What do you want to be true a year from now that’s not true now?" This simple question, more than any other, has helped me drive my business.

2.???? “What is the timeline for bringing about this result?”

3.???? “What is your budget for this?”

4.???? “Up until now, what obstacles have stood in your way for achieving this goal?”

5.???? "What has your experience been with similar products or services?"

6.???? "What concerns do you have about our product/service?"

7.???? "What additional information do you need to make a decision?"

8.???? “What is the price you’re likely to pay if you change nothing?”

9.???? “What else do you need for this project?”

10.? “What other projects do you have coming up that I can help with?”

When you ask these proactive questions, more than half the time customers will name an additional product or service they need. Customers are always thinking about the next thing coming up, so successful leaders must too. Asking what else the customer needs now or soon nearly guarantees another sale.

We know that the more we communicate proactively with customers and prospects, the more sales grow. Proactive communication involves a combination of phone calls, in-person meetings, and “I’ll be in your neighborhood” drive-bys. ?Proactive communication means showing up to help when there’s?nothing wrong.?

Driving your business needs to be both spontaneous and planned, systematic, and consistent. Not sometimes. Not when you happen to think of it. Evergreen.?

These questions build the business and relationships. Why not ask them every time you talk to a customer?

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