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Pro tips from best-selling author Aaron Ross.
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SALES QUESTIONS
YOUR PROSPECTS 4Can’t Hel! But Answe".
Aaron Ross Predictable Revenue
PRODUCED BY:
Pr o T i p s f r om Best-Se l l i ng Sa l e s Aut h o r Aar o n Ro ss
On average, it takes 8.4 tries to reach a live prospect on the phone.
Source: Sales Shift
The takeaway?
Don’t me# u! the ca$ once you actua$y reach someone.
The takeaway?
I’ve made thousands of sales calls.
I’ve made thousands of sales calls.
I’ve taught reps how to make thousands of sales calls.
I’ve made thousands of sales calls.
I’ve taught reps how to make thousands of sales calls.
But there are only a few questions that I find rea$y work.
So here they are: simple prospecting sales questions from the pro%.
“Did I catch
you at a bad
time?”
1Start friendly.
With this question:
“Did I catch you at a bad time?” 1
With this question: • You’re asking for permission to chat.
“Did I catch you at a bad time?” 1
With this question: • You’re asking for permission to chat. • You’re diffusing defensiveness.
“Did I catch you at a bad time?” 1
With this question: • You’re asking for permission to chat. • You’re diffusing defensiveness. • You’re showing respect.
“Did I catch you at a bad time?” 1
“ If you were me,
how would you
approach the
organization?”
2Request help.
With this question:
“ If you were me, how would you approach the organization?” 2
With this question: • You’re being honest.
“ If you were me, how would you approach the organization?” 2
With this question: • You’re being honest. • You’re asking for help.
“ If you were me, how would you approach the organization?” 2
With this question: • You’re being honest. • You’re asking for help. • You’re getting the right advice.
“ If you were me, how would you approach the organization?” 2
“May I ask how
you're hand ling
____ today?”
3Engage them.
With this question:
“May I ask how you're hand ling ____ today?” 3
With this question: • You’re showing interest in their
expertise.
“May I ask how you're hand ling ____ today?” 3
With this question: • You’re showing interest in their
expertise. • You’re making it easy to talk about
their business with a specific, get-to-the-point question.
“May I ask how you're hand ling ____ today?” 3
“Do you have
your calendar
handy?”
4Make it easy.
With this question:
“Do you have your calendar handy?” 4
With this question: • You’re taking next steps around their
schedule.
“Do you have your calendar handy?” 4
With this question: • You’re taking next steps around their
schedule. • You’re ensuring a second
conversation.
“Do you have your calendar handy?” 4
Asking a few questions that make you feel good ...
... als& make% it easy t& have a great conve'ation.
Asking a few questions that make you feel good ...
When should you ca$ next?
Send a follow up email with Signals – a free tool that will alert you when your prospect has opened and clicked your
content. That’s when you should call next.
When should you ca$ next?
Send a follow up email with Signals – a free tool that will alert you when your prospect has opened and clicked your
content. That’s when you should call next.
TRY SIGNALS FOR FREE TODAY
C heat Sheet : 4 Q uest i o n s Y o ur P r o spe cts C an ’ t He l p B ut Answer
“Did I catch you at a bad time?” 1
“ If you were me, how would you approach the organization?” 2
“May I ask how you're hand ling ____ today?” 3
“Do you have your calendar handy?” 4
Aaron Ross Predictable Revenue
By Aaron Ross Author, Predictable Revenue
GET HIS BOOK TODAY
THANK YOU.
Now that you’ve mastered the phone call, start mastering prospect emails. Click to view that SlideShare:
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