Ask the right questions!

So, you’ve done your research on that lead. It seems like your service could really add value to their profitability, processes or results. But once you finally manage to talk to that lead, you still fail to prospect it.

If you observe this tendency very often, the first thing to do is to consider if you’re asking the right qualifying questions.

Long story short: if you fail to ask qualifying questions, you won’t get to truly understand your leads, meaning poorly qualified leads and tons of lost opportunities in closing deals… and you will also lose a lot of time.

How do I know I’m asking the right questions?

It’s important to consider that asking the right questions is not only about having the perfect qualifying questions for your company, but also about having a fruitful interaction with your potential clients.

As a sales rep, you’re doing something really wrong if you use a list of qualifying questions and just move on to the next one after each answer. This is not a supermarket list in which you cross one question after another one.

In fact, clients will only buy from people they trust. It may come as no surprise that only a 3% of buyers trust salespeople.

It is essential to be really curious with your leads and engage with them on a deep level, allowing them to uncover their real needs.

Why will qualifying questions help me engage the lead?

Sales reps must understand that asking the right questions does not automatically make them look pushy. Instead, because of their relevant questions, prospects will see them truly engaged and interested in their situation and needs. Consequently, they’ll be more open to contribute to the conversation.

It’s all about your mindset as an SDR: you’re not being rude, you’re just being genuinely curious about their situation. You’re showing them about a potential solution to their pain.

The bottom line

If you’re an SDR willing to triumph when prospecting your leads, think about it this way: if you accompany them in a journey of discovery of their own needs through qualifying and agile questions, by the end of your call they’ll be ready and willing to invest more time attending that meeting. It will be natural, smooth, and you’ll really be adding value to them!

Check out the top 4 tips for SDRs on this article.

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