4 Goals and 3 Sales Questions for Every Client Meeting

A woman at a blackboard thinking through Sales Questions for Every Client Meeting

Sales Questions for Every Client Meeting
Salespeople used to be trained how to present their offerings as persuasively as possible. Today, sales presentation skills are less important than being proficient at identifying sales questions for every client meeting that matter most.

What Sales Experts Say
Rather than touting what your solutions can do for the customer, high performing solution sellers have four simple, but powerful sales goals:

1. To establish personal and professional credibility

2. To learn what matters most to the customer

3. To add measurable value

4. To have agreed upon next steps

Sales is About Them, Not You
In other words, when you meet with a target client, you should not focus on what you can do but on them – what they need and how you can help them to succeed. In essence, the questions come before the plan…the information gathering and building of trust come before the solution.

Sales Preparation Equals Sales Success
It goes without saying, hopefully, that you should be fully prepared for any client meeting.  You should know as much as possible about the customer, their industry, their market and their challenges. If you are unprepared, you will not be ready to ask intelligent, thoughtful questions or be able to offer relevant, valuable insights.

Three Sales Questions for Every Client Meeting
You will need to ask insightful sales questions for every client meeting…plenty of them…but keep in mind that this meeting should not feel like an interrogation but more like a conversation. The way you ask the sales questions should demonstrate that you are genuinely interested in learning about your customer’s situation so that you can eventually provide the exact solution to their problem.

1. Open-ended Sales Questions
Begin with open-ended sales questions that can’t be answered with a simple yes or no. Ask broad enough sales questions that encourage your prospect to share their perspective on what’s going on and why it’s important. Ask permission to take notes. You don’t want to forget what they’ve said and how they said it.

2. Probing Sales Questions
Open-ended sales questions give you the background you need to follow up with probing sales questions that drill down a level to more specifics. Here you have a chance to uncover specific needs that the prospect may not have considered…a chance to show your expertise and add value. Some examples are:

  • Have you tried to solve this problem before?
  • How high in priority is this project compared to other initiatives on your plate?
  • What would happen if you didn’t solve the problem?

3. Confirming sales Questions
As you reach the close of the meeting, check to see that you have accurately understood what you have heard by providing a summary, e.g., “I understood you to say….Did I get it right?” These questions also highlight your engagement with the prospect and their issues.

The Bottom Line
The best solution sellers know how to ask the best sales questions for every client meeting.  They ask them skillfully, they listen well and they impress upon the prospect their sincere interest in helping them succeed personally and professionally. Their questions have purpose, add value and are insightful.

To learn more about asking the best sales questions for every client meeting, download 30 Effective Sales Questions More Important than Budget When Selling Solutions

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Cam Greig
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Roche

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Thoratec

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

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LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

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Hyperion

In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

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Training Manager

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

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We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

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For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
Chief People Officer

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

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Hyperion

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goal.  They provide a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

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