four questions your prospects can't help-but answer [+ cheat sheet]
DESCRIPTION
Pro tips from best-selling author Aaron Ross.TRANSCRIPT
![Page 1: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/1.jpg)
SALES QUESTIONS
YOUR PROSPECTS 4Can’t Hel! But Answe".
Aaron Ross Predictable Revenue
PRODUCED BY:
Pr o T i p s f r om Best-Se l l i ng Sa l e s Aut h o r Aar o n Ro ss
![Page 2: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/2.jpg)
On average, it takes 8.4 tries to reach a live prospect on the phone.
Source: Sales Shift
![Page 3: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/3.jpg)
The takeaway?
![Page 4: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/4.jpg)
Don’t me# u! the ca$ once you actua$y reach someone.
The takeaway?
![Page 5: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/5.jpg)
I’ve made thousands of sales calls.
![Page 6: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/6.jpg)
I’ve made thousands of sales calls.
I’ve taught reps how to make thousands of sales calls.
![Page 7: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/7.jpg)
I’ve made thousands of sales calls.
I’ve taught reps how to make thousands of sales calls.
But there are only a few questions that I find rea$y work.
![Page 8: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/8.jpg)
So here they are: simple prospecting sales questions from the pro%.
![Page 9: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/9.jpg)
“Did I catch
you at a bad
time?”
1Start friendly.
![Page 10: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/10.jpg)
With this question:
“Did I catch you at a bad time?” 1
![Page 11: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/11.jpg)
With this question: • You’re asking for permission to chat.
“Did I catch you at a bad time?” 1
![Page 12: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/12.jpg)
With this question: • You’re asking for permission to chat. • You’re diffusing defensiveness.
“Did I catch you at a bad time?” 1
![Page 13: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/13.jpg)
With this question: • You’re asking for permission to chat. • You’re diffusing defensiveness. • You’re showing respect.
“Did I catch you at a bad time?” 1
![Page 14: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/14.jpg)
“ If you were me,
how would you
approach the
organization?”
2Request help.
![Page 15: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/15.jpg)
With this question:
“ If you were me, how would you approach the organization?” 2
![Page 16: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/16.jpg)
With this question: • You’re being honest.
“ If you were me, how would you approach the organization?” 2
![Page 17: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/17.jpg)
With this question: • You’re being honest. • You’re asking for help.
“ If you were me, how would you approach the organization?” 2
![Page 18: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/18.jpg)
With this question: • You’re being honest. • You’re asking for help. • You’re getting the right advice.
“ If you were me, how would you approach the organization?” 2
![Page 19: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/19.jpg)
“May I ask how
you're hand ling
____ today?”
3Engage them.
![Page 20: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/20.jpg)
With this question:
“May I ask how you're hand ling ____ today?” 3
![Page 21: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/21.jpg)
With this question: • You’re showing interest in their
expertise.
“May I ask how you're hand ling ____ today?” 3
![Page 22: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/22.jpg)
With this question: • You’re showing interest in their
expertise. • You’re making it easy to talk about
their business with a specific, get-to-the-point question.
“May I ask how you're hand ling ____ today?” 3
![Page 23: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/23.jpg)
“Do you have
your calendar
handy?”
4Make it easy.
![Page 24: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/24.jpg)
With this question:
“Do you have your calendar handy?” 4
![Page 25: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/25.jpg)
With this question: • You’re taking next steps around their
schedule.
“Do you have your calendar handy?” 4
![Page 26: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/26.jpg)
With this question: • You’re taking next steps around their
schedule. • You’re ensuring a second
conversation.
“Do you have your calendar handy?” 4
![Page 27: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/27.jpg)
Asking a few questions that make you feel good ...
![Page 28: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/28.jpg)
... als& make% it easy t& have a great conve'ation.
Asking a few questions that make you feel good ...
![Page 30: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/30.jpg)
When should you ca$ next?
Send a follow up email with Signals – a free tool that will alert you when your prospect has opened and clicked your
content. That’s when you should call next.
![Page 31: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/31.jpg)
When should you ca$ next?
Send a follow up email with Signals – a free tool that will alert you when your prospect has opened and clicked your
content. That’s when you should call next.
TRY SIGNALS FOR FREE TODAY
![Page 32: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/32.jpg)
C heat Sheet : 4 Q uest i o n s Y o ur P r o spe cts C an ’ t He l p B ut Answer
“Did I catch you at a bad time?” 1
“ If you were me, how would you approach the organization?” 2
“May I ask how you're hand ling ____ today?” 3
“Do you have your calendar handy?” 4
Aaron Ross Predictable Revenue
![Page 33: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/33.jpg)
By Aaron Ross Author, Predictable Revenue
GET HIS BOOK TODAY
![Page 34: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/34.jpg)
THANK YOU.
![Page 35: Four Questions Your Prospects Can't Help-But Answer [+ Cheat Sheet]](https://reader034.vdocument.in/reader034/viewer/2022051411/546dfec2b4af9f612c8b5523/html5/thumbnails/35.jpg)
Now that you’ve mastered the phone call, start mastering prospect emails. Click to view that SlideShare: