I GOTTA ask ya this question…!

You never want to leave a meeting berating yourself for not asking the questions you needed to ask.

Focus on asking qualifying questions, and you’ll never feel that way again. Qualifying questions are the fuel that moves opps efficiently through the funnel.

As a core selling skill, great qualifying comes down to two main keys:

1. Having the confidence to ask the hard questions.

2. Challenging the buyer on their non answers.

And remember, don’t answer for the buyer. Listen.

Before your meetings today, prepare three or four qualifying questions; make sure they’re in your voice. Here are two basic examples to get you started…

"What do you like most about my offering?"

"If you could change anything about my proposal, what would it be?"

Don’t leave the meeting without determining where the prospect stands.

Constantly qualify.

Questions are dynamic and powerful tools in the hands of the right sales surgeons.

Lt. Frank Drebin from the movie Police Squad is not a surgeon.

For him, questions are a blunt instrument.

Watch this hilarious and silly 2-minute clip to remind yourself not to interrogate your customers as Drebin does.