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5 Most Powerful Sales Questions Ever - YouTube
Channel: Dan Lok
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Let's say you are going to have
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a face-to-face meeting
with a prospect, or this is
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the first time you are
having that client meeting.
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What are some of the
things that you could say
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to make sure that that
meeting is successful
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or goes the way that you want?
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Today I'm gonna teach
you five most powerful
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sales questions ever that you
could use in a client meeting.
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Now, you have to understand this
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when you are meeting
face-to-face with a client.
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Now we are not just talking
about closing on the phone.
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When you are sitting down face-to-face,
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belly-to-belly, toe-to-toe, with a client
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or multiple clients or prospects,
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knowing that your body
language also comes into play.
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So the way you present yourself,
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the way that you dress, all
that makes a difference.
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But today we're gonna just
focus on the question.
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Most sales people they make this mistake,
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that they let their guards down,
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meaning that they think,
oh, I'm meeting face-to-face
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with a client, it's already a done deal.
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No, it's not, just because
you're meeting face-to-face
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with a client or prospect,
it doesn't mean that
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you've already closed the deal.
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In fact, if anything, you
need to be even more cautious
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when you're meeting face-to-face.
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The second thing you need
to pay attention to is
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what is the outcome that you want?
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Right, most sales people
they go into a meeting
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without a clear outcome and they think
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that if they do a good job,
delivering a lot of data,
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giving them a lot of information,
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that naturally they will want to buy.
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That's not the case at all.
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You need to set the
tone and set the agenda
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in the beginning so at the end,
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so the closing part or
signing the deal there becomes
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a very very natural conclusion
of what should happen next.
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But you need to be very
very strategic about it.
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So, question number one, and that is this,
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what motivate you to meet with us today?
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That's it, what motivate
you to meet with us today?
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Now, why is that question so powerful?
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Because that question
gives you some information,
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some intel, it tells you what
are their motives, right.
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It's just like, why are we
having this meeting today?
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Instead of asking that way it's,
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so what motivate you to have
this particular meeting?
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Or, what motivate you to
have this meeting today?
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Then the prospect would
do 80, 90% of the talking
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and what you should do
is now taking notes,
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paying attention, what are they saying?
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And let them talk, don't
interrupt them, let them talk.
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Let them talk for five, ten minutes.
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Let them talk, and then you pay attention.
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The second question that
you could ask is this,
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exactly what are we trying
to accomplish today here?
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That's a very powerful question.
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See, how that is very very outcome-driven?
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It's very goal-oriented, exactly,
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I like to use the word exactly.
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What are we trying to
accomplish here today?
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And boom, again, a simple
question, open-ended question.
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Let your prospect talk, let
them talk 80, 90% of the time.
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And the third question that
I like to use all the time,
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especially if I'm doing any kind
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of consulting or
brainstorming kind of work,
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I want a big whiteboard,
maybe behind me, right here.
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And then I will ask this question,
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where are you today and
where do you want to be?
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Now that question is so
powerful because it tells me
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exactly, what's the status
of the company, right?
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Where they are, what
are their frustrations,
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what are the pain-points?
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And then where do they want to be?
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Where do they want to be a year from now,
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two years from now?
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Write their goal.
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What I wanna do is I
wanna present my product,
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my service, my solution,
my system as the bridge
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between where they are,
to where they want to go.
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You see, there just a gap,
but my product and my service
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should be right there, the
bridge, the perfect solution
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to help them to get from here to there.
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Instead of just you talking about
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how good your product is,
how good your service is,
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and then how long have
you been in business,
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your track-record, and all that,
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much better to ask
them, where are you now,
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and where do you want to be?
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Then again, you let them talk.
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The fourth question you can ask is,
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what seems to be the problem,
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and how long have you had this problem?
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Now, that question tells you
everything you need to know.
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What seems to be the problem?
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Remember, as closer what we
do is we are problem-solvers.
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If it's a good fit, we go for it,
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if it's not a good fit
it's okay to say no.
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So it's very very important to know,
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what are their frustrations, right?
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What keeps them awake at night?
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What are those pain-points?
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We need to know.
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Remember, there's no
pain, there is no sale.
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So what seems to be the problem?
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And how long have you had this problem?
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And they might reply, oh,
our problem is A, B, C and D
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and we've had that problem
for more than three years now,
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and we've tried different vendors,
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and we couldn't solve the problem.
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And you're taking notes, perfect.
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That tells you how you need to sell,
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and how you position your
product as the perfect solution.
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Question number five, and this
is my favorite of them all.
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And that is this, if this
meeting accomplished everything
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you could possibly hope for
what would that look like?
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See, this question paints a
picture in the prospect's mind,
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yeah, what would that look like?
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And they would give you the criteria.
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How do you make sure that
this is a successful meeting?
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And they will tell you well, I will love
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to walk away with a step-by-step plan.
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Okay, what else?
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Well I will love to have
maybe two or three concrete
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strategies that will help me
solve this kind of problem.
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Alright, okay.
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And I would like to know
exactly how you would help us,
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and help a company in the long-term.
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Okay, no problem, I can do that.
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Simple questions, see, all
these simple but powerful
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questions are designed for
one thing and one thing only,
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and that is to have a
deep understanding of
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what your prospect is looking
for during that meeting.
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So next time, when you're
in a face-to-face meeting,
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your first prospect
meeting, test them out.
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These are five powerful questions.
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And comment below and let me
know how that works for you.
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If this is the first time
you're watching my video,
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welcome to my channel, make sure you hit
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the subscribe button and
turn on the notification.
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And also comment below and let me know
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what other challenges you have
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when it comes to closing and sales,
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and if the questions are
good I'll be more than happy
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to take some of those
questions and answer them
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in a future video, so stay tuned.
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