SALES QUESTIONNAIRE

GENERAL OPEN-ENDED QUESTIONS:

• If you could wave a magic wand, what would you do differently or better six months from now?
• What do you give your customer the opportunity to do tomorrow they cannot do today?
• Fast forward to the end of this project. What does the ideal outcome look like?
• What are your must-haves, should-haves, and could-haves?
• Was there a compelling event that caused you agree to meet with us?
• What events are you attending this year?
• How has your business operation/strategy changed as a result of the pandemic?
• Who are you doing business with now? Why did you choose that vendor?
• What are your goals for the next [3, 6, or 12] months?
• How does your company evaluate new products or services before buying?
• Why would you commit time and resources to something that's low to medium priority?
• How do you see your business grow, and your needs changing over the next one or two years?
• What's holding your team back from reaching your goals?
• Was budget a barrier in solving this problem previously?
• Why is this a priority for you now?
• Is there anyone else you think I should speak with?
• What is the business problem you're trying to solve?
• What are the priorities for your business/team this quarter?
• What are your biggest pain points?
• Where do you see the biggest opportunities for growth?
• What are your short-term goals? Long-term goals?
• What are your desired outcomes?
• What deadlines are you currently up against?
• How do your team’s objectives play into your department's strategy?
• What do you perceive as your team’s greatest strength? Weakness?
• Which trade associations do you belong to?
• If you could change one thing about your organization, what would it be?
• From your perspective, what do you perceive your needs to be? How important are they?
• Do you struggle with [common pain point]?
• How does your company evaluate the potential of new products or services?
• Who has your business now? Why did you choose that vendor?
• What are your buying criteria and success criteria?
• What level of service are you looking for?
• What do you like best about your present supplier? What don't you like?
• What do you look for in the companies you do business with?
• What might cause you to change suppliers?
• What do you like best about your current system? What would you like to see changed?
• How do you typically reach purchasing decisions?
• If you’ve considered a similar product in the past but didn’t purchase it, why?
• On average, how long does it take for your team to purchase a product?

PROSPECT QUALIFYING QUESTIONS:

• What’s your budget like for this project?
• What’s your timeline for purchasing a solution?
• What are your concerns right now?
• Can you explain your decision-making process?
• What’s changed since the last time we spoke?
• How soon are you looking to get started?
• What are your thoughts?
Page 1|2
QUESTIONS TO LEARN PAIN POINTS:
• What’s wrong with the current technology/service/product you’re using?
• What are some of the hurdles holding your teams back from reaching goals?
• What are the objectives and goals your business is trying to reach?
• What made you decide to book a call with me?
• What improvements are you looking to make within your department?
• What have you tried to resolve the issues you’re having? What happened?
• If you had complete authority over your current system, how would you change it? Why?

QUESTIONS TO REVEAL OBJECTIONS:

• What are your thoughts so far?
• What other areas of concern do you have?
• How would you evaluate your current service/product?
• What would stop you from making a change today?

QUESTIONS TO ASK AFTER CLOSING:

• What service or support would help you become successful?
• What caused you to reach out to us?
• What made you decide to use our product or service?

QUESTIONS TO BUILD RAPPORT:

• What did you do last weekend?
• What’s happening in your company these days?
• How has your business changed after X event?
• I know your basic background, but I would love to learn more about you. What’s your story?
• I really admire the values your company has. How did you come up with them?
• You said you’re hoping to retire soon — what are you planning to do then?
• What were you doing before you were at this company?
• I saw you downloaded our guide — what reason made you download it?

QUESTIONS TO UNCOVER ASPIRATIONS:

• What are some of the goals you have for your division?
• What’s your top priority today? And why?
• Where do you see yourself in five to ten years?
• If you could turn back the hands in time, what would you change in your organization?

QUESTIONS TO GATHER INSIGHTS:

• Why is this your strategy today?
• How do you think you should move forward to improve productivity?
• How do you think you can avoid common issues like A, B, and C?
• What have you tried so far? Why didn’t it pan out?
• Have you considered X, Y, or Z? Why or why not?
• What would you say if I said I think you may have under-invested in finding a solution?

FOLLOW-UP QUESTIONS TO CONTINUE CONVERSATIONS:

• How so?
• Why is that?
• Can you tell me more about that?
• What caused that to happen?
• How’d that make you feel?
• Did it improve or get worse?

Page 2|2