5 Most Powerful Sales Questions Ever

Summary

This video script focuses on five powerful sales questions to ensure a successful face-to-face client meeting. It emphasizes the importance of body language and dressing well, and cautions against assuming a deal is closed just because the meeting is in person. The script advises setting a clear outcome for the meeting and strategically asking questions to understand the client's motives, goals, current status, problems, and desired outcomes. These questions help paint a picture of what a successful meeting would look like for the client, allowing the salesperson to tailor their pitch effectively.

Takeaways

• 🗣️ Always be cautious during face-to-face meetings, even if it seems like a done deal.
• 🎯 Set a clear outcome for the meeting to guide the conversation towards a natural conclusion.
• 🤝 Ask open-ended questions to let the client do most of the talking and reveal their needs.
• 👔 The way you present yourself, including body language and attire, significantly impacts the meeting.
• 🔍 Question #1: 'What motivates you to meet with us today?' helps uncover the client's motives.
• 📍 Question #2: 'Exactly what are we trying to accomplish today here?' is outcome-driven and goal-oriented.
• 🌉 Question #3: 'Where are you today and where do you want to be?' identifies the gap your product or service can bridge.
• 🚑 Question #4: 'What seems to be the problem and how long have you had this problem?' reveals the client's pain points.
• 🌟 Question #5: 'If this meeting accomplished everything, what would that look like?' helps you understand the client's expectations.
• 📝 Take notes during the meeting to remember key points and client's specific needs.
• 📈 Use the information gathered from the questions to position your product or service as the solution.

Q & A

What are the five most powerful sales questions to use in a client meeting?

The five most powerful sales questions are: 1) What motivates you to meet with us today? 2) Exactly what are we trying to accomplish today here? 3) Where are you today and where do you want to be? 4) What seems to be the problem, and how long have you had this problem? 5) If this meeting accomplished everything you could possibly hope for, what would that look like?

Why is it important to be cautious even when meeting face-to-face with a client?

Being cautious during a face-to-face meeting is important because it does not guarantee a closed deal. It requires strategic questioning and active listening to understand the client's needs and present the solution effectively.

How does setting a clear outcome for a meeting help in sales?

Setting a clear outcome for a meeting helps in sales by guiding the conversation towards the desired goal. It ensures that the salesperson and the client are aligned on expectations and makes the closing or signing of the deal a natural next step.

What does the question 'What motivates you to meet with us today?' reveal about the client?

This question reveals the client's motives, expectations, and the reasons for the meeting. It provides valuable insights into what the client hopes to achieve, allowing the salesperson to tailor their pitch accordingly.

Why is it beneficial to ask 'Where are you today and where do you want to be?' during a sales meeting?

Asking 'Where are you today and where do you want to be?' helps identify the client's current situation and future aspirations. This information is crucial for presenting the product or service as a bridge to their goals, addressing their pain points effectively.

How does knowing the duration of a client's problem impact the sales strategy?

Knowing the duration of a client's problem allows the salesperson to understand the urgency and the gravity of the issue. It helps in positioning the solution as a long-awaited relief and emphasizes the value of the product or service in resolving a longstanding issue.

What is the purpose of asking 'If this meeting accomplished everything you could possibly hope for, what would that look like?'

This question helps paint a picture of the client's ideal outcome, allowing the salesperson to align their offering with the client's expectations. It also provides a clear understanding of the client's criteria for success, which can be used to tailor the sales pitch.

How does the presenter suggest using the information gathered from asking powerful questions?

The presenter suggests using the information gathered to tailor the sales pitch, position the product or service as a solution to the client's problems, and to create a step-by-step plan that meets the client's needs and goals.

What is the significance of body language and presentation during a face-to-face client meeting?

Body language and presentation are significant because they convey confidence and professionalism. They can influence the client's perception and trust in the salesperson, complementing the verbal communication and potentially enhancing the chances of a successful sale.

Why is it advised to let the client do most of the talking during a sales meeting?

Letting the client do most of the talking allows the salesperson to gather valuable information about the client's needs, pain points, and goals. It also helps build rapport and trust, as the client feels heard and understood.

How can these sales questions help in determining if a product or service is a good fit for the client?

These sales questions help in determining a good fit by uncovering the client's current challenges, aspirations, and expectations. This information enables the salesperson to assess whether their product or service can effectively address the client's needs.

Outlines

00:00

🗣️ Mastering Face-to-Face Sales Meetings

This paragraph discusses strategies for successful face-to-face client meetings, emphasizing the importance of body language and dress. It highlights the common mistake of assuming a deal is secured just because the meeting is face-to-face. The speaker advises setting clear outcomes for the meeting and using strategic questioning to guide the conversation. The first question suggested is 'What motivates you to meet with us today?' which aims to uncover the client's motives and encourages them to do most of the talking, allowing the salesperson to gather valuable information.

05:01

🔍 Unveiling Client Goals and Pain Points

The second paragraph continues the discussion on effective sales questioning, focusing on understanding the client's current situation and desired future state. It introduces questions like 'Where are you today and where do you want to be?' to identify the gap that the salesperson's product or service can bridge. The paragraph also touches on the importance of recognizing and addressing the client's problems and pain points, and how to position the product as the solution. The final question, 'If this meeting accomplished everything you could possibly hope for, what would that look like?' is presented as a way to let the client define the criteria for a successful meeting, which the salesperson can then use to tailor their pitch.

Keywords

💡Face-to-face meeting

A face-to-face meeting refers to a direct, in-person interaction between two or more individuals. In the context of the video, it is emphasized as a crucial moment in sales where non-verbal communication and personal presentation play a significant role. The speaker advises that despite the personal nature of such meetings, one should not assume a deal is already secured, highlighting the importance of maintaining a strategic approach.

💡Sales questions

Sales questions are inquiries designed to elicit information from potential clients that can help tailor a sales pitch or strategy. The video presents five powerful sales questions aimed at uncovering client needs, motivations, and goals. These questions are framed to guide the conversation towards a natural conclusion of signing a deal, illustrating the strategic use of questions in sales meetings.

💡Body language

Body language encompasses the non-verbal cues, such as posture, gestures, and facial expressions, that convey messages and emotions. The script mentions that body language is an important aspect of face-to-face meetings, suggesting that how one presents oneself physically can significantly impact the outcome of the meeting, complementing the verbal communication.

💡Outcome

In the video, 'outcome' refers to the desired result or the goal one aims to achieve at the end of a client meeting. The speaker stresses the importance of having a clear outcome in mind before entering a meeting, as it helps guide the conversation and ensures that the meeting is productive and goal-oriented.

💡Strategic

Strategic, in this context, means planning and directing one's actions in a skillful way to achieve a specific goal. The video emphasizes the need to be strategic in sales meetings, suggesting that one should not only rely on the quality of their product or service but also on the way they position it to meet the client's needs and goals.

💡Motivation

Motivation, as used in the script, refers to the reasons or the driving force behind a client's decision to engage in a meeting. The first sales question mentioned is designed to uncover a client's motivation, providing valuable insights that can be used to align the sales pitch with the client's interests and needs.

💡Goal-oriented

Being goal-oriented means focusing on achieving specific objectives. The video uses the term to describe the second sales question, which is aimed at clarifying what the client hopes to accomplish during the meeting. This approach helps in aligning the sales conversation with the client's desired outcomes.

💡Whiteboard

A whiteboard is mentioned in the video as a tool that can be used during meetings to visually represent the client's current situation and desired future state. It serves as a practical aid to facilitate the discussion and to help the client visualize how the product or service can bridge the gap between their current and desired situations.

💡Problem-solving

Problem-solving is the process of identifying challenges and finding solutions to overcome them. The video suggests that销售人员 should view themselves as problem-solvers, using questions to uncover the client's pain points and then positioning their offerings as the solution to those problems.

💡Pain-points

Pain-points refer to the difficulties or issues that a client is experiencing, which they are seeking to resolve. The video advises salespeople to identify these pain-points through questioning, as understanding them is key to presenting a product or service that meets the client's needs.

💡Step-by-step plan

A step-by-step plan is a detailed, sequential guide outlining the actions needed to achieve a goal. The video uses this term to illustrate the type of outcome a client might hope for from a meeting, suggesting that providing such a plan can help secure their interest and trust in the sales process.

Highlights

Importance of preparing for a face-to-face meeting with a prospect

Five powerful sales questions to use in a client meeting

The impact of body language and presentation in face-to-face meetings

The misconception that a face-to-face meeting guarantees a deal

The necessity of having a clear outcome in mind before a meeting

The strategic approach to setting the tone and agenda for a meeting

Question one: 'What motivates you to meet with us today?'

The value of letting the prospect do most of the talking

Question two: 'Exactly what are we trying to accomplish today here?'

Using open-ended questions to guide the conversation

Question three: 'Where are you today and where do you want to be?'

Positioning your product as a solution to bridge the gap

Question four: 'What seems to be the problem and how long have you had this problem?'

Identifying pain points and frustrations to tailor your sales pitch

Question five: 'If this meeting accomplished everything, what would that look like?'

Encouraging the prospect to visualize the ideal outcome of the meeting

The importance of understanding what the prospect is looking for

Invitation to test these questions in future face-to-face meetings

Encouragement to subscribe and turn on notifications for more content

Request for comments on other sales and closing challenges

Transcripts

Let's say you are going to have

a face-to-face meeting with a prospect, or this is

the first time you are having that client meeting.

What are some of the things that you could say

to make sure that that meeting is successful

or goes the way that you want?

Today I'm gonna teach you five most powerful

sales questions ever that you could use in a client meeting.

Now, you have to understand this

when you are meeting face-to-face with a client.

Now we are not just talking about closing on the phone.

When you are sitting down face-to-face,

belly-to-belly, toe-to-toe, with a client

or multiple clients or prospects,

knowing that your body language also comes into play.

So the way you present yourself,

the way that you dress, all that makes a difference.

But today we're gonna just focus on the question.

Most sales people they make this mistake,

that they let their guards down,

meaning that they think, oh, I'm meeting face-to-face

with a client, it's already a done deal.

No, it's not, just because you're meeting face-to-face

with a client or prospect, it doesn't mean that

you've already closed the deal.

In fact, if anything, you need to be even more cautious

when you're meeting face-to-face.

The second thing you need to pay attention to is

what is the outcome that you want?

Right, most sales people they go into a meeting

without a clear outcome and they think

that if they do a good job, delivering a lot of data,

giving them a lot of information,

that naturally they will want to buy.

That's not the case at all.

You need to set the tone and set the agenda

in the beginning so at the end,

so the closing part or signing the deal there becomes

a very very natural conclusion of what should happen next.

But you need to be very very strategic about it.

So, question number one, and that is this,

what motivate you to meet with us today?

That's it, what motivate you to meet with us today?

Now, why is that question so powerful?

Because that question gives you some information,

some intel, it tells you what are their motives, right.

It's just like, why are we having this meeting today?

Instead of asking that way it's,

so what motivate you to have this particular meeting?

Or, what motivate you to have this meeting today?

Then the prospect would do 80, 90% of the talking

and what you should do is now taking notes,

paying attention, what are they saying?

And let them talk, don't interrupt them, let them talk.

Let them talk for five, ten minutes.

Let them talk, and then you pay attention.

The second question that you could ask is this,

exactly what are we trying to accomplish today here?

That's a very powerful question.

See, how that is very very outcome-driven?

It's very goal-oriented, exactly,

I like to use the word exactly.

What are we trying to accomplish here today?

And boom, again, a simple question, open-ended question.

Let your prospect talk, let them talk 80, 90% of the time.

And the third question that I like to use all the time,

especially if I'm doing any kind

of consulting or brainstorming kind of work,

I want a big whiteboard, maybe behind me, right here.

And then I will ask this question,

where are you today and where do you want to be?

Now that question is so powerful because it tells me

exactly, what's the status of the company, right?

Where they are, what are their frustrations,

what are the pain-points?

And then where do they want to be?

Where do they want to be a year from now,

two years from now?

Write their goal.

What I wanna do is I wanna present my product,

my service, my solution, my system as the bridge

between where they are, to where they want to go.

You see, there just a gap, but my product and my service

should be right there, the bridge, the perfect solution

to help them to get from here to there.

Instead of just you talking about

how good your product is, how good your service is,

and then how long have you been in business,

your track-record, and all that,

much better to ask them, where are you now,

and where do you want to be?

Then again, you let them talk.

The fourth question you can ask is,

what seems to be the problem,

and how long have you had this problem?

Now, that question tells you everything you need to know.

What seems to be the problem?

Remember, as closer what we do is we are problem-solvers.

If it's a good fit, we go for it,

if it's not a good fit it's okay to say no.

So it's very very important to know,

what are their frustrations, right?

What keeps them awake at night?

What are those pain-points?

We need to know.

Remember, there's no pain, there is no sale.

So what seems to be the problem?

And how long have you had this problem?

And they might reply, oh, our problem is A, B, C and D

and we've had that problem for more than three years now,

and we've tried different vendors,

and we couldn't solve the problem.

And you're taking notes, perfect.

That tells you how you need to sell,

and how you position your product as the perfect solution.

Question number five, and this is my favorite of them all.

And that is this, if this meeting accomplished everything

you could possibly hope for what would that look like?

See, this question paints a picture in the prospect's mind,

yeah, what would that look like?

And they would give you the criteria.

How do you make sure that this is a successful meeting?

And they will tell you well, I will love

to walk away with a step-by-step plan.

Okay, what else?

Well I will love to have maybe two or three concrete

strategies that will help me solve this kind of problem.

Alright, okay.

And I would like to know exactly how you would help us,

and help a company in the long-term.

Okay, no problem, I can do that.

Simple questions, see, all these simple but powerful

questions are designed for one thing and one thing only,

and that is to have a deep understanding of

what your prospect is looking for during that meeting.

So next time, when you're in a face-to-face meeting,

your first prospect meeting, test them out.

These are five powerful questions.

And comment below and let me know how that works for you.

If this is the first time you're watching my video,

welcome to my channel, make sure you hit

the subscribe button and turn on the notification.

And also comment below and let me know

what other challenges you have

when it comes to closing and sales,

and if the questions are good I'll be more than happy

to take some of those questions and answer them

in a future video, so stay tuned.