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Here at Ebsta we are fanatical about productivity, CRM and sales. So we have put together a short presentation with the top 10 questions you should ask your prospects in order to diagnose their problems and increase your sales.
QUESTIONS TO ASK YOUR
www.ebsta.com @ebstahq linkedin.com/company/ebsta
Are you talking to the gatekeeper, inﬂuencer or decision maker?
Change your strategy accordingly and get to the decision maker
WHAT’S YOUR POSITION?
Highlight the pitfalls of existing products and use that to
WHAT DON’T YOU LIKE?
Don’t assume that you know what the prospect wants. Ask them,
then explain how you can deliver.
WHAT DO YOU LIKE?
WHAT ARE YOUR PRIORITIES?
Don’t waste your time selling beneﬁts and features that aren’t
important to the prospect. Find out what they want and sell them
It’s important to know the preconceptions. Address existing
problems or reinforce positive views.
HAVE YOU HEARD OF US?
DO YOU HAVE ANY CONCERNS?
Anxiety prevents prospects from buying.
Eliminate their concerns and the sale is yours!
DO YOU NEED ANYTHING EXPLAINED?
Make sure prospects know exactly why your product is great. Don’t
lose them because they don’t understand what you do.
Keep asking for input - by making them part of the conversation,
you show you’re trying to help.
WHAT ARE YOUR THOUGHTS?
If the answer is yes their should be nothing in the way of closing
the deal. Make sure you have covered all the bases and solved the
DOES IT SOLVE YOUR PROBLEM?
WHEN CAN WE HAVE A FOLLOW UP?
Don’t ever let your sale go cold. Get organized and stay in contact.
ASK THE QUESTIONS
AND DIAGNOSE THE
REASONS WHY YOUR
CRM ISN’T WORKING…
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