Discovery – (Requirements Gathering) Sales 101 Qualification then Discovery – (Requirements Gathering) © Copyright NetSuite Inc., All Rights Reserved.

Sales 102 It’s not just about asking Questions… It’s about asking the RIGHT Questions…

Why do we ask Questions in a Sales Cycle? Qualify the prospect Uncover and create needs, problems, pains, concerns, objections, differentiation To lead the prospect into giving you information that will lead you closer to the sale To uncover their buying motives/buying criteria Plant FUD against your competitor Creates a BUYING atmosphere not a SELLING one - consultative approach Sets the buying tone by engaging the prospect intellectually and emotionally

Ask POWERFUL Questions Your questions are a critical factor in the way your customers perceive you – it could be a HUGE competitive differentiator If your questions are intelligent and engaging your prospect will consider you a person of value – people buy from people (they like) We don’t spend enough time preparing questions - Have at least 20 of them prepared – at your fingertips Ask thought provoking questions - Your goal is for the prospect to think (or state) “No one has ever asked me that before”

Powerful Lead Ins… What do you look for…? What have you found…? How do you propose…? What’s been your experience with…? How have you successfully used…? How do you determine…? What makes you choose…? What do you like about…? What is one thing you would improve about…?

How do you select…? Where do you see…? If you could change one thing about…? How would you improve…? What plans have you made to…? What would you change about…? What does your competitor do about…? How do your customers react to…?

Exercise Create 3 thought provoking questions that you might ask that don’t specifically have NetSuite behind them. Example: Mr Prospect, what would you do if you lost 2 of your top 10 customers? What’s your plan to keep them loyal?

Great Examples: See attachment