If this problem remains unsolved, how will it affect your teams?

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A chart showing time and cost savings reported by IT and engineering leaders from process automation, with percentages displayed in circular graphs.
During the meeting, you should constantly try to gauge how interested the prospect is and how likely you are to close the deal. If your questions so far have revealed a lack of willingness to invest in a solution, it may be time to do some gentle probing.

Invite the prospect to talk about how the problem is currently impacting the team and the additional blows to productivity and morale that could occur if the same challenges persist. They may be persuaded to realize that solving current pain points and productivity solutions need to be higher on their priority list.

What results would you like to see with your ideal solution?
If money and authority were no object, what would the person you are talking to do to improve self employed data the business? How would they address challenges in an ideal world? Discover their idea of ​​a perfect solution and then work backwards to find a mutually beneficial arrangement.

What do you mean when you say X? Could you tell me more about it?
Don't be afraid to ask clarifying questions during the conversation. All sales reps should receive employee training in active listening and asking thoughtful questions. This way you can get your prospects talking, extract meaningful information, and build a healthy working relationship.



What do you think of our offering so far?
This is an opportunity for the prospect to share any concerns they have. Once you know what the concerns are, you can address them. It is important not to be defensive or confrontational, but instead to work with the prospect to put them at ease.

Which areas of our solution do you still have questions about?
When you ask "do you have any questions?" that can be interpreted as a yes or no question. Instead, you want to encourage a longer response from the prospect by assuming they will have questions and giving them the space to talk about them.