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Line of Questioning SOP

This document outlines a line of questioning sales representatives should follow when speaking to prospects. It includes 9 stages: 1) introduction, 2) agenda, 3) establishing the primary motive, 4) understanding the agency, 5) understanding the current situation, 6) understanding the desired situation, 7) gap recognition and releasing control, 8) wrapping in emotion, and 9) selling the fit. The goal is to build rapport, understand the prospect's needs and goals, identify problems, and determine if the representative's solution could help the prospect achieve their desired outcomes.

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alin
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95 views4 pages

Line of Questioning SOP

This document outlines a line of questioning sales representatives should follow when speaking to prospects. It includes 9 stages: 1) introduction, 2) agenda, 3) establishing the primary motive, 4) understanding the agency, 5) understanding the current situation, 6) understanding the desired situation, 7) gap recognition and releasing control, 8) wrapping in emotion, and 9) selling the fit. The goal is to build rapport, understand the prospect's needs and goals, identify problems, and determine if the representative's solution could help the prospect achieve their desired outcomes.

Uploaded by

alin
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Line of Questioning SOP

Click here for Google Doc (Click File > Make a Copy)

Rules:

- Build a problem

- Ask every question

- After each answer leave 2-3 seconds of silence, never talk over

- Do not judge whether or not the prospect can afford the product. Assume the best

- Just ask the question, don’t elongate it

- Don’t bolt anything on to their answers, just say OK and move on

- Sound genuinely curious and intrigued

Stage 1: Introduction

Hey firstname, how’s it going?

Where are you calling from today?

Cool, I’m here in ___!

I’m sure we could talk about (their location) for hours but we should probably discuss your
agency. How about we dive in and get started?

Awesome. Before we get started, do you mind if I record the call? (if asked why just say it’s
so that they can receive a copy to refer back to what we have discussed).

Stage 2: Agenda

OK so how this call will go is I will start out by asking you some questions about yourself and
your agency to understand your situation and a bit about yourself. Then, based on your
answers, if it sounds to me like you’re a fit for what we do, I’ll explain how it works and how
we can help, and then towards the end of the call you can decide if it’s the right thing for you,
or not. Sound good?
Stage 3: Establish Primary Motive

OK, so first things first I’d like to know why you’re here, so can you tell me - what motivated
you to book today's call and take the time out of your day to talk to us?

FIND THE PROBLEM.

Is there a specific problem are you hoping we can help you solve?
Could you expand on that problem for me?
How long has this been a problem for?
OK so it sounds like __ is the problem - is this something you’ve been tackling for a while?

Stage 4: Understand Their Agency

OK, so what do you sell with your agency at the moment?

OK, do you work in a niche right now? Which niche are you in?

OK, what makes an ideal client for you?

OK, and out of all your services what do you wanna sell the most? (if selling multiple things)

OK, and how are you pricing that?

Stage 5: Understand Their Current Situation

OK firstname, so what are you currently doing to book appointments with potential clients?

OK, and how many appointments are you booking per day right now?

OK, and how many appointments would you like to be booking per day (or per week)?

OK, and what’s your closing rate on your appointments? (if low, ask why they think that is,
etc)

OK, so just to clarify and be sure, there’s currently no system or process in place to
predictably generating appointments for the agency right?

OK, and would you say you’re comfortable with the current rate of growth in your agency?

OK, and how much money are you making per month with this agency right now?
Stage 6: Understand Their Desired Situation

OK, and so what’s the goal here - how much money do you want to be making per month
with this agency, 12 months from now?

OK, what is your motivation for getting to XX per month?

OK, and how would getting to XX per month have an impact on your life?

Sounds great - what do you mean by ‘____’?


With regards to ‘___’, what exactly does that look like for you?
Could you expand on that for me?
You mentioned ‘_____’ - why is it you want that?

(here ask questions about their main motives, e.g. ‘why do you want that financial freedom?’
or ‘you mentioned there your main goal is to step back from the business, why is that?’ - just
keep asking why around their goals until you have a good understanding of their true motive)

OK, and how would you structure your agency if it was doing XX per month? What would it
look like from a team and systems perspective?

Probes if goal isn’t big enough:

I think you might be limiting yourself by aiming for $XX, what makes you think you can’t go
any higher than that?

$XX is a great goal, but if you really fixed the appointment booking and sales problem you
have, do you think more would be possible? (Can you expand on that..?)

Stage 7: Gap Recognition and Releasing Control

OK firstname, so you’re currently making XX per month with this and you want to get to XX
per month. So obviously between these two points we’ve got this gap, right… So, what do
you think is stopping you from bridging this gap and achieving this on your own?

Part 8: Wrapping In Emotion

OK, so you’re currently at $XX per month, why not just settle and stay where you are?

OK, and if you didn’t take action to solve this problem, what would happen to your agency in
the long term?

OK, and what would that mean for you, if that were to happen?
OK, and when are you wanting to fix this?

OK, and how committed are you to getting to $XX per month and making this happen?

Part 9: Selling the Fit

Close your eyes, imagine the prospect’s life completely changed as a result of the next
15-20 minutes and the product. Ask yourself - can I change this person’s life with the
program? (if yes, feel the emotion come up from stomach)

OK, so that’s all the questions I’ve got for you. I’ll be honest, firstname - you’re absolutely
PERFECT for us and I’m really happy to tell you we can definitely help with this and getting
you to $xx per month.

Truthfully, the ideal client for us is someone who (briefly mirror their current situation back to
them) and is making $XX to $XX per month, and they want to get to (briefly mirror their
desired situation back to them) and wants to make $XX to $XX per month.

This is so exciting - what a perfect fit. So is it OK with you if I talk about how it works and
how we can help?

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