by: Louie Bernstein, Izenda.com

1. © 2013 sales-getters.com
The Top 10 Sales Questions to Ask
On a Sales Call
Louie Bernstein
Chief Sales Officer – Izenda Reports
Founder – Sales Getters

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The Steps to a Sale
Like
Trust
Buy

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The Professional Salesperson
Do what you said you would do.
Don’t lie. Never mislead. Live with integrity.
Under promise and over deliver.
Deliver the news; even if it is bad.
Follow up promptly.
Always deliver value.
Be knowledgeable.
Really listen, and listen much more than you talk.
Do what your customer thought could not be done.
Treat others the way you want to be treated.

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Types of Questions
Open Ended – The five W’s and an H
Who
What
When
Where
Why
How

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My 10 Questions
And ask them early!
1. Who in addition to yourself will be making the decision?
2. What particular issues are you looking to solve with our product, or one like ours?
3. When do you need to implement a solution?
4. Where do you see yourself six months or a year after implementing?
5. Why are you looking for a product like ours?
6. How are purchasing decisions made for products like ours?
7. Where do you think you will find the most benefits from our product?
8. How is funding approved and has it been approved for this project?
9. What is driving your interest in our product?
10. Who will benefit the most from your owning the product?

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My 10 Questions for Izenda Prospects
1. Who in addition to yourself will be making the decision for Reporting?
2. What particular Reporting issues are you looking to solve?
3. When do you need to implement an Ad Hoc Reporting solution?
4. Where do you see your Reporting project six months or a year after implementing?
5. Why are you looking for an Ad Hoc Reporting product like ours?
6. How are purchasing decisions made for Ad Hoc Reporting products like ours?
7. Where do you think you will find the most benefits from Ad Hoc Reporting?
8. How is funding approved Reporting and has it been approved for this project?
9. What is driving your interest in Ad Hoc Reporting?
10. Who will benefit the most from your delivering Ad Hoc Reporting?

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10 Additional Questions
1. Who will be using the product?
2. Who will be the most difficult to get on board?
3. Where will you be deploying the solution?
4. Where are you in the evaluation process?
5. When are you looking to implement a solution?
6. When does your budget cycle start?
7. How do you calculate ROI? TCO?
8. How do you see this solution rolling out?
9. How many solutions are you evaluating?
10. What is your main challenge our product will address?
11. …… The rest are up to you.

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Thank you!
Free sales training at:
sales-getters.com
email louie@sales-getters.com