Pete Hautem has spent 44 years selling out of home. Here are are 4 questions he thinks are high gain when talking to a prospect..
I have always said you can ask your way into a hell of a lot more sales than you can talk your way into. If you do your job correctly and ask the right question
- The most obvious question is are you satisfied where your company is currently or do you want it to keep growing? There is nobody on earth that is satisfied where they are. They all want to grow.
- The next question is who is your primary audience. Who buys your product.
- What is your territory. Do customers come from 3 blocks, 3 miles, the state. That question is there for a reason. You’re trying to show customers that just by increasing their geographic reach you’re increasing the number of prospects. You don’t want the customer to hinder the situation by putting a wall around their territory. Don’t let geography hinder you.
- What economic group is your customer. Are you selling a high end product, a low end product, an every day product.
Want to learn more about what to ask when you call on a prospect. Read Kevin Gephart’s 35 High Gain Sales Questions.
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