Monthly Archives: August 2015
The Best Sales Questions to Ask on a Second Call
Life would be fantastic if initial sales calls resulted in every question being answered, in full, with enough detail to go straight to the close. That rarely — if ever — happens. That’s why it’s necessary to plan the best sales questions very carefully for the second sales call.
In my previous post, The Art of Asking Sales Questions to Engage Prospects, I discussed the kinds of questions and strategy that salespeople should use in calls with prospects and clients. Now, let’s consider the best sales questions to focus on for the second call.
One of the first things to do is share your understanding of the initial conversation. The reason is twofold: it validates your understanding of the situation based on what you heard, and you can gauge reactions and uncover additional perspectives in various areas.
What I typically do is to put together a conversation summary, highlighting my understanding of the conversation and what the prospect is trying to accomplish. This makes for a good starting point for a second meeting, and I always ask if there are others who need to be engaged in these conversations.
The questioning strategy at this point should be designed to drill down into more detail of the initiative under discussion. Many of these would focus on implementation and on uncovering each individual’s point of view:
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