Question

Topic: Student Questions

What Questions A Sales Rep Needs To Ask Prospectin

Posted by Anonymous on 2/17/2005 at 2:25 PM ET 125 Points
Hello, Looking for a list of questions that a new or in many cases an experienced rep would ask to find out as much info while doing prospecting. For office equipment they would need to find out if system is leased or owned, do they currently have a service contract and so on. Basically looking for a list of questions that need to be asked and answered to get the most out of a call

thanks
Jeff
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RESPONSES

  • Posted by Markitek on 2/17/2005 at 2:32 PM Accepted
    I would approach it differently--but you know your market. I would probe instead their situation--what do they do with the equipment, how well does it serve their needs, what they do in other areas that they cannot use the equipment for . . . things like that.

    Your goal is to find out what their situation is, and help them understand how they can do more to improve that situation and to solve problems they may not understand they have as well.

    The book to read here is Spin Selling by Neil Rackham . . . wonderful framework for answering just your kinds of questions.
  • Posted by Peter (henna gaijin) on 2/17/2005 at 4:55 PM Accepted
    Check out the articles at https://www.sellingtobigcompanies.com/free-sales-stuff/
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