let's say you are going to have a
face-to-face meeting with a prospect or
this is the first time you are having
that client meeting what are some of the
things that you could say to make sure
that that meeting is successful or goes
the way that you want today I'm gonna
teach you five most powerful cells
questions ever that you could use in a
client meeting now you have to
understand this when you are meeting
face-to-face with a client now we're not
just talking about closing on the phone
when you are sitting down face-to-face
belly-to-belly toe-to-toe with decline
or multiple clients or prospects knowing
that your body language also comes into
play so the way you present yourself the
way that you dress all that makes a
difference but today we can just focus
on the question most salespeople they
make this mistake that they let their
guards down meaning that they think oh
I'm meeting face to face with a client
it's already a done deal no it's not
just because you're meeting face to face
with a client of prospect it 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 right most salespeople they go
into a meeting without a clear outcome
and they think that if they do a good
job delivering a lot of data giving them
a lot of information that naturally they
will 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 so
the closing part or signing the deal
that becomes a very very natural
conclusion of what should happen next
but you need to be very very strategic
about it so question number one and that
is this what motivate you to meet with
us today that's it what motivate you to
me
with us today now why is that question
so powerful because that question gives
you some information some Intel it tells
you what are their motives right why
it's just like why are we having this
meeting today instead of asking that way
it's so what motivates you to have this
particular meeting or what motivate you
to have this meeting today
then the prospect would do 80 90 percent
of the talking and what you should do is
now taking notes paying attention what
are they saying
and let them talk don't interrupt them
let them talk now then talk for 5-10
minutes let them talk and then you pay
attention the second question that you
can ask is this exactly what are we
trying to accomplish today here that's a
very powerful question see how that is
very very outcome driven it's very
goal-oriented exactly I like to use the
word exactly what are we trying to
accomplish here today and boom again a
simple question open-ended question let
your prospect talk let them talk 8090
percent at a time and the third question
that I like to use all the time
especially if I am doing any kind of
consulting of brainstorming kind of work
I would have a big whiteboard kind of
maybe behind me right here and then I
would ask this question where are you
today and where do you want to be now
that question is so powerful because it
tells me exactly what's the status of
the company right where are they are
what what are their frustrations what
are the pain points and then where do
they want to be where do you want to be
a year from now two years from now right
their goal what I want to do is I want
to present my product my service my
solution my system us the bridge between
where they are to where they want to go
you see that that's the gap but my
product and my service should be right
there
the bridge the perfect solution that
helped them to get from here to there
instead of just you talking about how
good your product is how good your
service is and how long have you been in
business your track record and all that
much better to ask them well you know
and where do you want to be and again
you let them talk there fourth question
you can ask is what seems to be the
problem and how long have you had this
problem now that question tells you
everything you need to know what seems
to be the problem remember as closer
what we do is we have problem solvers if
it's a good fit we go for it if it's not
good fit it's okay to say no so it's
very very important to know what are
their frustrations right what keeps them
awake at night
what are those pain points we need to
know remember there's no pain there is
no sale so what seems to be the problem
and how long have you had this problem
and they might reply all our problem
it's a B C and D and we've had that
problem for more than three years now
and we've tried different vendors and we
could have solved the problem and you're
taking notes perfect that tells you how
you need to sell and how you do
precision your product that's the
perfect solution question number five
and this is my favorite of them all and
that is this if this meeting
accomplished everything you could
possibly hope for
what would that look like see this
question pings a picture in the
prospects mind yeah what would that look
like hmm and they would give you that
criteria how do you make sure that this
is a successful meeting and they'll tell
you well I would love to walk away with
a step-by-step plan okay what else well
I would love to have maybe two or three
concrete strategies that would help me
solve this kind of problem all right
okay and I would like to know exactly
how you would help us and help a company
in the long term okay no problem
I could do that simple questions see all
these simple but powerful questions are
designed for one thing and one thing
only and that's to have a deep
understanding of what your prospect is
looking for during that meeting so next
time when you're in a face-to-face
meeting your first prospect meeting
these five powerful questions and
comment below and let me know how that
works for you
if this is the first time you're
watching my video welcome to my channel
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comment below and let me know what other
challenges you have when it comes to
closing and it sells and if the
questions are good I'll be more than
happy to take some of those questions
and answer that in a future video so
stay tuned