How to Sell Consulting Using the Questionnaire Strategy

Consulting | Paul Godines | October 29, 2009 at 5:36 pm

One of the golden rules to selling is to spend time listening, how can that be done when most salesmen have scripts? I have found that there is one sure fire strategy that works like magic, moreover you have to follow the cardinal rule of being a good listener for the strategy to work.

So, how does this work?

Simple create a questionnaire. Begin with a questionnaire for example; that asks 20 questions about what your prospects needs. Ask questions that determine the specifics that you need to know in order to discover if you’re a good fit to help them first.

Once you’ve determined that you’re a good fit, than move on to finding where they are at in their quest. Than move on to determining what they already have in place and what they feel they need in order to achieve their goals.

Next ask questions that discover their feelings about receiving professional help from a consultant. If they have strong positive feelings about working with you. Than you can move on questions that actually help sell your services, for example if you offer management consulting a good question would be;

Which form of coaching do you feel suits you best?

1. Phone
2. Email
3. Video
4. Live
5. Mix

By asking questions like these you can demonstrate your versatility and you can learn their favored learning method. Next you would ask questions that share the results that they want most and with additional questions you can determine what obstacles they are likely to face when working with you.

Now before you assume that all you’re being asked to do is ask questions, that’s not exactly what’s being asked of you. Instead I suggest that you mix them with dialogue building discussions. Your business relationship cannot be built by having them survive a battery of questions. Instead they should be a component of your interview with your prospects.

Author: Paul Godines
Article Source: EzineArticles.com
Provided by: Guest blogger

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