5 Sales Skills Questions to ask a Sales Person

Sales meetings are an excellent time for sales managers to test the product acumen of sales associates and verify they are using top sales skills to serve prospects properly. Whether in a one-on-one conference before a salesperson meets a major client or at a sales team meeting to assess performance, here are five questions to ask (in a helpful, not accusatory way) that can motivate salespeople to improve their knowledge and skill set.

1.       Why did you choose this prospect?

 Sellers should develop a knack for choosing the right person to sell to in a business. Even if a company can benefit from a product, choosing a prospect that is not particularly receptive, who hasn’t been there long enough to make independent buying decisions or one in the wrong department or position can be a waste of time. By quizzing a sales associate on whether he studied the structure and people to determine the most enthusiastic and appropriate contact at a company, a sales manager can enforce how to effectively qualify a prospect, which is one of the top sales skills.

2.       Why is the product the right fit for this customer?

 A sales associate should never forget that a good sale is anchored on a customer’s needs and wants.  Every customer is unique, and the job of the seller is to find the right solution for unique problems and scenarios. By asking if the product is right for a customer, a sales manager can force a salesperson to analyze whether she has thoroughly considered her product knowledge, studied the prospect’s company and customers and identified current issues faced by the prospect’s company.  Matching an item with the perfect features that will bring maximum benefit to a customer is the basis for a long-term customer relationship.

3.       What else is available in the marketplace?

 A smart salesperson with top sales skills is always aware of what competitors are offering, whether the product is classic, brand new, or still in the pipeline.  Customers often receive second and third quotes from competitors before committing to a sale in order to make sure they choose the product or service with the most advantages and the best price. Knowing what else is in the marketplace allows a salesperson to counter what the competition may be using to lure away your prospect.

4.       What pricing flexibility will you offer?  

 Having a variety of pricing options is a great way to woo a new customer or satisfy a loyal one, particularly if they are on a strict budget and want a high sense of value.  By asking about pricing tactics, a leader can inspire salespeople to consider with whom and when to be most flexible with pricing. Often an executive for a top account will spend so much repeatedly and bring in so much sales revenue that it makes sense to save the very best discounts for him, as opposed to a small buyer doing infrequent business.  Any buyer willing to increase the volume of an order or frequency might also be offered moderate discounts. Special bundle deals or giveaways that add value to a sale can also be a part of price negotiations.  Also, in many cases, discounts are to be avoided entirely, as that can make a customer question the value of the product and also wonder if she can make you drop your price even lower. Make sure your people know this.

5.       What can you do if the product doesn’t perform to expectations?

 Every seller should follow up after a sale to ensure a customer is satisfied, of course. However, since things occasionally do go wrong, salespeople need to have pre-defined solutions to address deficiencies, including repair, replacement, and provision of a completely different product solution or an offer of a free or reduced price product in the future.

Try asking the right questions, like those listed above, to develop a polished team who can provide expert service to all clients.