The 3 Most Powerful Sales Questions Ever Video Lecture | B2B Sales: Tips and Strategies

Hey, this is Ago.
Welcome to another episode of SalesTalk.tv.
And today, I want to walk you through the
three only questions you'll ever need to ask
to have a successful first sales meeting.
Now, I know maybe you're sitting there thinking
to yourself, "That sounds a little incredible.
That sounds a little unbelievable perhaps
even."
And, trust me, when I first heard about these
three questions, I felt the exact same way.
I thought, "How can three simple questions
virtually guarantee a successful first sales
meeting?"
Until I started putting them into practice.
Until I started experimenting with them and
honing them.
And, today, I use these three questions, no
exceptions, in every single first sales call
or meeting that I have with a prospect.
So, here we go.
The first question that you want to ask is,
"Where to you want to be or where do you want
to go?"
Now, my favorite way of asking that question,
and you can ask it a hundred different times
or different ways.
But, my favorite way of asking that question
is something like, "So, let's imagine you
and I were having this conversation 12 months
from now.
And let's imagine that I asked you, "So, what's
really changed in the past year?
What's improved?
What's different?"
What would you answer?""
That's a great, great, great first question
to ask.
Really gets your prospect thinking about what
it is that they want.
How has your business evolved?
How has your career evolved?
How has your revenue changed?
What other aspects or elements of your business
have transformed or changed or improved?
That's a great first question to ask.
Where do you want to be or what do you want
to have in the next 12 months?
Let's say.
The second great question to ask is, "Alright,
so, now that we understand where you want
to go or where you want to be.
Let's talk a little bit about where you are
now.
Where are you now?
What's going well?
What's going not so well?
And especially compared to where you want
to go, where are you now?
What kind of things do you have?"
This really helps your prospect clarify how
where they are today is different from where
they want to be.
In other words, it's a great way of establishing
momentum and a sense of urgency to see that
where they want to be and where they are now
are not, obviously, the same place.
And the third question I love asking is, "Alright.
So now that we know where you want to go or
be, now that we know where you are now, what's
holding you back?
Why aren't you there yet?
What are the things that are lacking or the
things that you need to have or perhaps the
things that are there but are holding you
back from getting there?"
Now, I promise if you ask these three questions
you're going to get a very, very detailed
and complete picture of what your prospect
is looking for, where they are, and also,
obviously, how you may be able to help them
now.
I say may be because, in some cases, we can't
help them.
And you know what?
That's great.
Just be honest about it.
Be straight-forward.
Be transparent about it.
Tell them, "You know, I don't think I'll be
able to help you."
But, maybe refer them to somebody else.
But here's the thing, if you can help them,
you're going to have so much insight and such
a deep understanding of their situation that
whatever comes after.
Whether it's a proposal or whether it's an
idea or whether it's just another meeting
where you'll talk about a potential approach,
it's going to be based on their situation.
It's going to be based on fact.
And it's going to be based on reality.
So, there you go, three simple questions to
ask that will virtually guarantee a great
first sales meeting.
Where you want to be or go?
Where are you now?
And what's holding you back?
If you like these tips, if you like these
practical, tangible strategies, then sign
up for my YouTube channel.
I'll put a button up here.
And I hope to see you on the next video.
Thank you.
Bye.