Learn what questions general more sales. • Get clients to reveal what they really need, not just what they think they want • Uncover opportunities that you didn't know existed • Learn specific questions just for technology companies

1. Questions that Uncover
Hidden Sales Opportunities
A Guide for Technology Companies
Raj Khera
© MailerMailer LLC
www.presstacular.com

2. Everybody: Start Conversations
(Non-Sales People: Ask Lots of Questions)

3. Get clients to say this:
I didn’t know your company did that...
Talk to me.

4. Avoid this:
I didn’t know your company did that…
We just hired someone else for it.

5. #1 Mistake: Talking, not Listening
Q: Do you do XYZ?
A: Yes, here’s what we do… <list>

6. Don’t miss the bigger picture.
Tell me about what you are looking to do?

7. Questions that uncover
hidden sales opportunities
(if you’re talking, you’re not listening)

8. What kinds of things go wrong in your
daily operations? Do these matter?

9. Money aside, what
processes would you
change right now?

10. If a storm knocked out power at
your office for many days, how
would your staff work?
How would you reach your clients?

11. If a hurricane or earthquake
damaged your office or equipment,
how would you recover your data?

12. Have you calculated the
cost of the time your staff
loses due to technology
bottlenecks?

13. Is any software or tool
holding you back from
getting things done more
efficiently?

14. How much time does your staff spend doing
<name your process>?
What would improve if you reduced this time?

15. What is the most common support
question you get from your staff?
Your clients?

16. What kind of growth
are you expecting in
the next 12 months?
Number of new
employees expected?

17. What kind of
infrastructure
changes will you
need to support
this growth?

18. How do you handle network security
for your teleworkers?

19. What could happen to your data, network
access and web site if a staff member lost a
company laptop at an airport?

20. If a customer’s first interaction with
you was your web site, what would
you hope they do?
What do you think they really do?

21. What are some of the
recent mobile support
options you have
explored?

22. How long do you usually keep equipment
like computers, printers, phones?

23. Have you explored a business case to
see if you should upgrade to <you name it>?

24. Don’t provide a solution
immediately
Ask more questions…

25. So you don’t chase the
wrong problem.
If you could integrate your desktops,
mobile devices and telephone system,
would that be worth pursuing?

26. “Nice to Have”
projects don’t get funded

27. The more you ask
The more you uncover
The more you sell

28. Email marketing that includes a library of technology articles
to help you get more business.
Try it free: www.presstacular.com
800-475-1415