The key to sales is in the Discovery process.
The person who asks the best questions wins!
Beyond Budget, time frame, and decision process, there needs to be probing questions that identify the business outcome sought or the pain to be resolved. It shows Interest. It shows that you want to help them to where the puck is going.
What happens if you don’t make a timely decision about this service? What happens to the business, the employees, the KPIs?
There are so many questions – at least 3! – to be asked even about Connectivity to shift that sale from just a pipe to SD-WAN or SASE or cloud connect or something else that would benefit the business and the outcome. Only way to know is to ask a couple of extra questions.
Another Trusted Advisor tip: if you can talk about what 3 or 4 other similar businesses did, you can really help that prospect with his decision making! The last 3 banks we worked with, bought this and that from vendor A and F. This opens up a discussion – and verifies you as a Trusted Advisor!