The document discusses how to ask the right sales questions at different stages of the sales process, including qualifying questions, pre-qualifying questions, closing questions, and general meeting questions. It also provides examples of different types of questions to ask prospects and describes when to use each type of question. The document promotes a sales methodology and software platform called SMART Sales System that is designed to provide sales scripts, templates, and training to help salespeople be more effective.

1. How to Always Know the Right Sales
Questions to Ask
Michael Halper
Founder and CEO
SalesScripter

2. The Best Salesperson is the One that
Asks the Best Questions

3. Will Make a Good Impression

4. Will Extract Valuable Information

5. Establishes Conversations

6. Keeps Conversations Going

7. Makes the Conversation More About the
Prospect

8. How to Effectively Use Email as a Sales
Prospecting Tool
https://salesscripter.com/how-to-effectively-use-
email-as-a-prospecting-tool/
Creates More of a Consultative Selling
Approach

9. Builds More Rapport and Trust

10. Qualifying Questions
Pre-Qualifying Questions
Closing Questions
General Meeting Questions
When to Ask the Different Types of Questions

11. Questions that Determine if the
Prospect is a Good Prospect

12. Time is Limited

13. Opportunity Cost

14. Four Areas to Measure
Need to Purchase
Authority to Purchase
Ability to Purchase
Intent to Purchase

15. Need to Purchase
• What motivated you to look at us (brought you to us)?
• What are you doing today in this area?
• What is working well today? What is not?
• What will it mean to you if you make this purchase?
• Will there be any challenges for you if you do not purchase something in this area?
• Is there at date when this purchase needs to be made?
• What happens if the purchase is not made by that date?
• What is the time frame that the project needs to work along?

16. Authority to Purchase
• What is the decision making process?
• What parties will be involved in making the decision?
• What functional areas (departments) will be impacted by the purchase?
• Who is the ultimate decision maker?
• Who is the person that will need to sign the agreement/contract?

17. Ability to Purchase
• Is there a budget approved for this project?
• What is the budget range that the project needs to fit in?
• Have the funds been allocated to this purchase?
• What budget (department) will this purchase be made under?
• Are there other purchases that this funding may end up being used for?
• How does the project fit with other initiatives from a priority standpoint?

18. Intent to Purchase
• You are likely busy so why did you take time out of your schedule to meet with us?
• Do you recall what originally motivated you reach out and contact us?
• What other options are you considering?
• How far along are you with talking with them?
• How do you feel about their solution?
• What do you like about their solution?
• What do you not like about their solution?
• How does their solution compare with what we have to offer?
• Is there a reason why you would choose us?
• If you had to make a decision today, which way would you lean?

19. Qualifying Questions
Pre-Qualifying Questions
Closing Questions
General Meeting Questions
When to Ask the Different Types of Questions

20. Soft Questions to Test the Level of Fit

21. Current Environment
• Are you using anyone for ___? Who are you currently using today for ___?
• How long have you been using them / with them / purchasing from them?
• How is everything going?
• What are some of the things you like about what they provide?
• What are some things that you think could be better?
• If you could change one thing about their product/service, what would it be?
• When was the last time you considered other options in this area?

22. Organizational Details
• Are you the person responsible for making decisions regarding _____?
• Do you know who is responsible for making decisions regarding _____?
• Does the area of _____ impact you at all?
• How do you fit into the organization?

23. Questions that Probe for Pain
• How do you feel about the current design and layout of your website?
• How important is it for you to improve your website conversion rates?
• How much of a priority is it for you to increase your website traffic?
• How well is your website doing with being found through search engines?
• How important is it for you to get more leads through your website?
• How motivated are you to find new ways to get more revenue out of your website
traffic?

24. Your Product
1. Web Design Services
Features
1. Build new websites
2. Website changes
3. Search engine optimization
4. Graphic design
Product

25. The Value You Offer
1. Improve the design, traffic, and
conversion rates for their website
2. Improve website conversion rates
3. Increase website traffic
4. Improve search engine optimization
(SEO)
5. Generate more leads through their
website
6. Increase the amount of revenue that they
are able to generate through their website
Your Product
1. Web Design Services
Features
1. Build new websites
2. Website changes
3. Search engine optimization
4. Graphic design
Product Value

26. The Value You Offer
1. Improve the design, traffic, and
conversion rates for their website
2. Improve website conversion rates
3. Increase website traffic
4. Improve search engine optimization
(SEO)
5. Generate more leads through their
website
6. Increase the amount of revenue that they
are able to generate through their website
Product Value Pain
The Pain You Help Resolve
1. Website is not performing and producing the
type of results that are needed
2. Website conversion rate could be better
3. Need to find a way to increase website traffic
4. There is not enough traffic coming to the website
through organic SEO (search engine
optimization)
5. It can be difficult to get the website to generate
enough leads
6. It can be difficult to find ways to get more
revenue out of web traffic

27. The Pain You Help Resolve
1. Website is not performing and producing the
type of results that are needed
2. Website conversion rate could be better
3. Need to find a way to increase website traffic
4. There is not enough traffic coming to the website
through organic SEO (search engine
optimization)
5. It can be difficult to get the website to generate
enough leads
6. It can be difficult to find ways to get more
revenue out of web traffic
Product Value Pain Qualify
Questions that Probe for Pain
1. How do you feel about the current design and
layout of your website?
2. How important is it for you to improve your website
conversion rates?
3. How much of a priority is it for you to increase your
website traffic?
4. How well is your website doing with being found
through search engines?
5. How important is it for you to get more leads
through your website?
6. How motivated are you to find new ways to get
more revenue out of your website traffic?

28. Qualifying Questions
Pre-Qualifying Questions
Closing Questions
General Meeting Questions
When to Ask the Different Types of Questions

29. Trial Closing Questions
• What do you think of what we have discussed so far?
• How would that feature help your operation?
• Is this something you could see yourself (employees / organization) using?
• Are we heading in the right direction?
• Does this agenda match up with your expectations today?
• Is this what you were expecting to see today?

30. Soft Closing Questions
• What would you like to do next?
• What direction would you like to go in?
• Do you want to continue talking about this?
• When would you like to talk again?

31. Hard Closing Questions
• Are you ready to move forward to the next step in the process?
• What would you need to be able to make a commitment to move forward?
• If you had everything that you want, are you prepared to move forward?
• If we were able to give you what you are asking for, would you be able to move
forward with the purchase?
• When are you going to make your final decision?
• (If delaying the decision for a period of time - X months) OK, but do you mind if I ask
if there will be a change or something different at that time that will make that a
better time to look at moving forward?
• Is there anything that is preventing you from being able to move forward with this
purchase?

32. Qualifying Questions
Pre-Qualifying Questions
Closing Questions
General Meeting Questions
When to Ask the Different Types of Questions

33. Meeting Starter Questions
• How is your day going so far?
• How long have you been working here?
• What did you do before this?
• I know why I wanted to meet with you. Is there anything that motivated you to want
to meet with me?
• Is there anything in particular that you are hoping to get out of this time that we
spend together?
• [Share agenda for meeting] Does that match up with your expectations for this
meeting?
• How much time do you want to spend together today? Do we have a hard stop for
this meeting?

34. Networking Questions
• How is your day going so far?
• Tell me more about what you do?
• How long have you been doing that?
• What did you do before?
• What do you like most about what you do?
• Is there something that motivated you to get into that type of work?
• Where are you from?
• How can I help you to be successful?
• What does a good prospect look like for you?

35. Qualifying Questions
Pre-Qualifying Questions
Closing Questions
General Meeting Questions
When to Ask the Different Types of Questions

36. Initial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
• Pre-Qualifying Questions
• Networking Questions
• Closing Questions
• Meeting Starter Questions
• Networking Questions
• Pre-Qualifying Questions
• Qualifying Questions
• Discovery Questions
• Closing Questions
• Meeting Starter Questions
• Qualifying Questions
• Discovery Questions
• Closing Questions

37. Please
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Comment
Share
Subscribe
Thank You!!!

38. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

39. SMART Sales System
Sales Methodology Software Platform Professional Services

40. SMART Sales System
Sales Methodology Software Platform Professional Services

41. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

42. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

43. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

44. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART.
• By asking good questions, you will appear SMART.
• By appearing SMART, you will be able to make a better impression with the prospects you talk to.
• Having more information will make you SMART and this will help you to make better decisions
regarding what you do with your time and the prospects your pursue.
• By making SMART decisions, you will be more able to use your time wiser and get the most out
each day and week.
• By being SMART, you will position yourself to sell more and your job will be easier and less
stressful.
SMART Sales System

45. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools

46. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter