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Questions That Sell (Structure of a call (Plan (Outcome, Current State,…
Questions That Sell
Structure of a call
Plan
Outcome
Current State
Question design
Rapport
Commonality
News
Time of year
Context
How did we get to this point
What we would like to accomplish
Curiosity
Interest (they feel the problem and looking for the solution)
Urgency
Close
Next Communication date/time
Actions
Interest levels
Unaware
Aware
Curious
What are they thinking
What is this like?
airbnb of this,
How I have this covered already?
Is this an issue for me?
HOw is this different than my current approach?
Is this a nice to have or a must have?
What if it was possible to...?
Unlike what you are doing now you could be
What if..........you had a magic wond
When was the last time you....
Have you ever wondered what it would be like if....
Interest
Build enough interest to have action taken
What is the pain of not gettting you solution
Who else does this effect
you
Your manager
Family
Your Team
Typical Push back
Timing
Prioirty
Cost
Risk
Im confused...
What I heard was that..
is time on your side?
What is more important this or...?
Pbjection prevention
If you had a magic wond?
What if there was
Urgency
How much is everyday of delay costing you?
How will a delay be viewed?
How will you feel in a year after having missed your objective?
Who else will be effected by the delay
Commitment
Would two weeks from today work to regroup and talk about what we can do?
What problem does your product solve?
NOT
What you do
What market youre in
Who you sell to
How to get it
What we solve is
People buy our product because
People come to us when this happens
What is the outcome they get?
Starter Types
How
Who
What if
When
Why
Have
What do you want them to focus on?
Top Issue
Company
Dept
Individual
Types of calls I have
First Meeting
Demo
Close
Business Justification
Prep doc Link - USE THIS
https://docs.google.com/document/d/18utT6xw5U8FL9H29AulsnhY7qDW4MrUGdjwTKPIVWVQ/edit