Let’s say you’re going to have a face-to-face meeting with a prospect, or this is the first time you’re having a client meeting.

What could you say and do to make sure that the meeting is successful?

Well, have no fear Adventago is here! Today I’m going to guide you through the 5 most powerful sales questions that you could use in a client meeting.

Now you must understand when you’re meeting face to face with a client, we’re not just talking about talking on the phone or talking in print (Copywriting).

When you’re sitting down face to face with a client or even multiple clients you need to know that your body language also comes into play.

Make sure to consider the way you present yourself, the way you dress, and the way you look at people.

All that makes a difference, but today we are going to focus on the questions.

But before we start, I have to point out that a lot of salespeople make the mistake that they let their guard down because they think since they’re meeting face to face with a client it’s already a done deal.

Unfortunately, the reality is that isn’t true, just because you’re meeting face to face with the prospect doesn’t mean that you’ve already closed the deal, in fact, if anything you need to be even more cautious when you’re meeting face to face.

The second thing you need to pay attention to is what is the outcome that you want? Most salespeople go into a meeting with the thought that if they do a good job at delivering a lot of data and giving them a lot of information that logically they will understand the value in what you have to sell and want to buy.

That’s not the case at all, you need to set the tone and set the agenda in the beginning so at the end the closing becomes very natural, but you need to be strategic about it.

So, let’s get ready to rumble!!!

1. What Motivated You To Meet With Me (Or Us) Today?

Why is that question so powerful? Well, it’s because that question gives you some information about what their motives are.

And you’re letting the prospect do most of the talking, instead of asking “Why are you here?”

Also, what you should do is start taking notes, pay attention to what they are saying and let them talk, don’t interrupt them, let them talk for as long as they need.

This helps you gain intelligence on what their real pain points are and how your product or service can help them.

2. Exactly What Are We Trying To Accomplish Today Here?

That’s a very powerful question, you see how this is very outcome-driven? I like to use the word “exactly” what are we trying to accomplish here today? And again, another simple open-ended question, let your prospect talk.

This also filters out the time-wasters since if they reply with something like “Oh I wasn’t thinking of buying I was just looking” or “I don’t have the money anyway” then you know that they aren’t a good fit from the start, rather than finding out at the end.

3. Where Are You Today? And Where Do You Want To Be?

This question is so powerful because it tells me exactly what’s the status of the prospect, where are they? What are their frustrations? What are their pain points? And where do they dream of being?

What I want to do is present my product as the bridge between where they are to where they want to go.

Do you see the gap? My product should be the perfect bridge to help them get from their pain to their pleasure.

Instead of you talking about how good your product is, how good your services are, how long you’ve been in business, or your track record and all that.

What is much more powerful is to ask them where are you now? And where do you want to be?

Also, this can give you some secret answers as to why their business is failing and other issues as to why the prospect isn’t buying.

Remember as a salesperson you are meant to make the prospect open up to you so you can understand them better and solve what’s bothering them.

4. What Seems To Be The Problem? And How Long Have You Had This Problem?

This question tells you everything you need to know, remember as salespeople we are problem solvers.

If it’s a good fit we go for it, if it isn’t a good fit, then it’s okay to say no.

This means it’s very important to know what the frustrations are, what keeps them awake at night? What are some of those pain points we need to know?

Remember if there is no pain then there is no sale.

If you ask your prospect what seems to be the problem? And how long have you had this problem?

The prospect might say “Oh I have problems 1 2 3. and we’ve had this problem for more than 4 years, we’ve tried different methods and we still couldn’t solve them.”

That right there is a golden opportunity, it now tells you how you need to sell, and how you need to position your product as the perfect solution.

5. If This Meeting Accomplished Everything You Could Hope For, What Would That Look Like?

You see this question paints a picture in the prospect’s mind, and they would give you the criteria of how you can make sure this meeting is successful.

“Well, I would love to walk away with a step-by-step plan, and maybe 1 or 2 proven strategies that would help me solve this problem, and I would like to exactly know how you could help us and my company in the long term”.

Right there you have the prospect thinking of a future with you, think of it like this, you’ve basically done all the digging and pain point finding in a matter of seconds and barely had to open your mouth, isn’t that cool or what!?

Can you see what I’m trying to get at? These are simple but powerful questions that are designed for one thing and one thing only, and that’s to have a deep understanding of what the prospect is looking for during that meeting.

Next time when you’re in a face-to-face meeting with a prospect test these 5 powerful questions.

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