Page 79 - Training 2019

22. "What do you look for in your relationship with a supplier?"
23. "Who was the best salesperson who ever called on you?"
24. "If you could change one thing about your organization, what would it be?"
25. "Do you struggle with [common pain point]?"
26. "What deadlines are you currently up against?"
27. "Which resource could you use more of?"
28. "Would you rather cut costs, save money, or increase productivity?"

Best Sales Questions to Ask Customers

When you're checking in with current clients with the hope of either upselling, cross-
selling, or renewing, it's imperative you ask the right questions.

If you fail to ask tough questions about the good and bad of your product/service,
you risk missing warning signs they're unhappy and would consider churning to a
competitor. Don't leave the door open. Close it with these questions:
1. "On a scale of one to 10, how happy are you with our product?"
2. "Why did you give us that score?"
3. "Can you explain the weaknesses or challenges you've found in our product/service
so far?"
4. "What do you love about our product/service?"
5. "How likely are you to recommend product/service to a friend or colleague?"
6. "Do you feel you've received outstanding customer service?"

7. "What can we do to earn your business for another year?"
8. "Are you ready to renew today?" (Only if the first seven questions have had positive
answers)
9. "Would you be interested in our new XYZ?"
Great sales questions enable you to tailor your messaging to your prospects' goals
and show them your solution is the best choice.

SALES TRAINING – IDENTIFYING OPPORTUNITIES 15
Updated - 24 June 2019