Pro tips from best-selling author Aaron Ross.

1. 4an’t Help But Answer.
C
QUESTIONS
SALES
ROSPECTS
YOUR P
A ut h o r A a r o n R o s s
B e s t - S e l l i n g S a le s
Pr o Ti p s fr om
PRODUCED BY:
Aaron Ross
Predictable Revenue

2. On average, it takes 8.4 tries
to reach a live prospect on
the phone.
Source: Sales Shift

3. The takeaway?

4. The takeaway?
Don’t mess up the call once you
actually reach someone.

5. I’ve made thousands of sales calls.

6. I’ve made thousands of sales calls.
I’ve taught reps how to make
thousands of sales calls.

7. 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 really work.

8. So here they are: simple
prospecting sales questions
from the pros.

9. 1
Start friendly.
atch
d Ic
“Di
bad
at a
you
e?”
t im

10. 1 “Did I catch you at a bad time?”
With this question:

11. 1 “Did I catch you at a bad time?”
With this question:
• You’re asking for permission to chat.

12. 1 “Did I catch you at a bad time?”
With this question:
• You’re asking for permission to chat.
• You’re diffusing defensiveness.

13. 1 “Did I catch you at a bad time?”
With this question:
• You’re asking for permission to chat.
• You’re diffusing defensiveness.
• You’re showing respect.

14. 2
Request help.
e me,
u wer
“ If yo
ld you
w wou
ho
h t he
pr oac
ap
ion?”
nizat
orga

15. 2 “ If you were me, how would you approach the organization?”
With this question:

16. 2 “ If you were me, how would you approach the organization?”
With this question:
• You’re being honest.

17. 2 “ If you were me, how would you approach the organization?”
With this question:
• You’re being honest.
• You’re asking for help.

18. 2 “ If you were me, how would you approach the organization?”
With this question:
• You’re being honest.
• You’re asking for help.
• You’re getting the right advice.

19. 3
Engage them.
k how
y I as
“Ma
d l ing
re han
you'
ay?”
t od
___
_

20. 3 “May I ask how you're handling ____ today?”
With this question:

21. 3 “May I ask how you're handling ____ today?”
With this question:
• You’re showing interest in their
expertise.

22. 3 “May I ask how you're handling ____ today?”
With this question:
• You’re showing interest in their
expertise.
• You’re making it easy to talk about
their business with a specific, get-tothe-point question.

23. 4
Make it easy.
have
o you
“D
ndar
r cale
you
dy?”
han

24. 4 “Do you have your calendar handy?”
With this question:

25. 4 “Do you have your calendar handy?”
With this question:
• You’re taking next steps around their
schedule.

26. 4 “Do you have your calendar handy?”
With this question:
• You’re taking next steps around their
schedule.
• You’re ensuring a second
conversation.

27. Asking a few questions that
make you feel good ...

28. Asking a few questions that
make you feel good ...
... also makes it easy to have a great
conversation.

29. When should you call next?

30. When should you call 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.

31. When should you call 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

32. ’ t H e l p B ut A n s w e r
Y o ur P r o s p e c t s C a n
S h e et : 4 Q u e s t i o n s
C h e at
1 “Did I catch you at a bad time?”
2 “ If you were me, how would you approach the organization?”
3 “May I ask how you're handling ____ today?”
4 “Do you have your calendar handy?”
Aaron Ross
Predictable Revenue

33. By Aaron Ross
Author, Predictable Revenue
GET HIS BOOK TODAY

34. THANK YOU.

35. Now that you’ve mastered the phone call, start mastering
prospect emails. Click to view that SlideShare: