Episode 194 - 3 Most Criticial Questions to Ask in the Initial Call with a Potential Client

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.


Today in Episode 194, we're going to talk about the three most
important questions to ask when qualifying leads at the start of
a sales conversation. 


Okay, on to today's topic - the three key questions for
qualifying leads upfront to avoid wasting time later. Talking to
unqualified prospects costs you in multiple ways. For service
businesses, you waste time and money sending technicians on-site.
Plus you lose opportunity cost from not spending that time with
qualified prospects more likely to buy.


You also waste backend time following up with poor prospects. The
solution is properly qualifying upfront using these three simple
but powerful questions:


1. Why us? This reveals whether you're perceived as unique or
commoditised. "You came up on Google" means you're seen as a
commodity. If they say "My brother insisted I call only you," you
have differentiation.


2. Why now? This uncovers the prospect's sense of urgency and
timing reasons. Needing work done by Christmas shows urgency
making them more qualified. No plans until next year means don't
invest much time now.


3. Why this way? This lets you challenge assumptions and create
differentiation. Most prospects don't professionally research
your product. Gently probing their thinking often reveals gaps
you can fill with your expertise, creating value.


Let me share an example of hot water systems. Most plumbers just
quote what's requested. But say, "I'm curious why you want gas?"
and "Do you have solar panels?" Now you can propose a heat pump
system using their solar energy, differentiating you as the
expert.


Asking these three simple questions prevents wasted effort on
unqualified leads. You filter prospects appropriately and uncover
opportunities to stand out. Your competitors commoditise
themselves by answering superficial questions while you have
meaningful conversations creating value.


I'm also excited to launch my 10-week Sales Mastery Certification
training, bringing my elite consulting to small businesses and
sales professionals. Stay tuned for details!


As always, listen to this episode to convert more prospects
faster.


To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.