The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

First, for those of you who have seen me live, you know that I am big on questioning your telesales prospects during the qualification stage. As I’ve said — they have all the answers as to why they’ll buy or not buy, and it is your job to get them to tell you.

While asking questions is certainly a good start, you’ll get the most thorough and complete information if you use layering questions.

Layering questions are simply questions that go a little deeper into an area or concern so that you get to the root of what really drives your telesales prospect.

An example of a layering question goes like this:

“Who are you going to be speaking with about this decision?” (Assumptive question)

And when they say their spouse, you then layer the question by asking –

“And what do they think you should do about this?”

Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get it.

Layering questions are effective in telesales, powerful and easy to ask.  Yet 80% of telesales reps never use them.  The Top 20%, on the other hand, know their value and ask them all the time.  It’s part of what makes them the Top 20%.

Examples of other layering questions you can use:

“If you decide to move on this investment, how much would you put into it?”

Layering question: “And is that money liquid now or would you have to move something around?”

Another

“I’ll get this quote off to you today, and I’ll follow up with you tomorrow at 10 o’clock – would that work?”

Layering question: “Assuming you like it, what is the next step?”

I’m sure you see how this goes, so take a few minutes now and write some of your own.  And then use them!

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com