Absolutely you want to ask great questions…. but let’s break this down further. Everybody always says ask great questions but what is a great question, and in what situation do you ask specific questions?….

There are different great questions you can ask for different parts of the sales presentation. In a consultative selling style for an expensive product or service, I use Neil Rackham’s SPIN model…..

1. Situation questions – Ask about the details… in B2B… what are gross revenues, net, marketing budget, costs, products, services, target niche, client profile, etc?

2. Problem questions – What are are the current challenges you are experiencing Mr. Prospect holding you back from where you want to be? What would you like to improve upon?

3. Implication questions – What happens if you continue like your going without making a change? What happens to your business? What happens to your employees? What happens to your ability to service the amount of clients you would like to service to hit your goals?

4. Needs payoff questions – How would your business and results change if you made x change? What would it mean to you if you were bringing in 2x the profit you are now? With x change, how would you be able to accomplish your goals?

Now you are the exact solution and the benefits of the solution that will solve their challenges… and bingo. You’ve just solved somebody’s problems and made a nice sale.