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Are You Asking Material Handling Prospects the Right Questions?

By Evan Lamolinara | 03/05/2020 | 11:23 AM | Categories: Current Affairs

QuestionsWhen communicating with material handling prospects, it's important to ask the right questions. If you ask unnecessary questions -- or if you don't ask any questions -- you won't be able to gain insight into their unique needs. As a result, you'll experience greater difficulty when selling your material handling company's products or services. So, what type of questions should you ask buyers?

What's the Biggest Challenge Facing Your Business?

All businesses have challenges. When contacting buyers, try to encourage them into disclosing their business's biggest challenge. Maybe the buyer's business is struggling to expand into a new market, or perhaps the buyer's business is suffering from outdated equipment. Regardless, by identifying the buyer's biggest challenge, you'll be able to offer a solution sold by your material handling company.

How Did You Hear About Us?

You should also ask buyers how they heard about or otherwise discovered your material handling company. Why is this important exactly? Well, some marketing and sales channels will drive more leads than others. By asking buyers how they discovered your B2B company, you'll be able to identify which channels are most effective. If the majority of buyers discovered your material handling company through its LinkedIn Company Page, for instance, you may want to increase your time and attention towards LinkedIn.

What's Your Budget?

Of course, you should also inquire about buyers' budges. It’s a question most sales people are uncomfortable to ask. The best time to ask that question is right after you find out about their biggest challenge or challenges. Find out if the company has put funds aside in order to purchase a product or service that begins to fix their problem.  

Some buyers are willing to spend more money than others. However, buyers in the material handling industry typically have strict budgets, so you'll need to ask how much money they are willing to spend before making your sales pitch.

What's Holding You Back?

If a buyer declines to take the next step when you initially pitch your material handling company's product or service, you should ask what's holding him or her back. Objections are common in the material handling industry, but if you're able to identify the reason a buyer declines your sales offer, you may able to find a solution and move the sales process forward.

When Will You Be Ready to Make a Purchase? Or What is the Timeline to Get the Problem Solved?

Don't forget to ask buyers when they will be ready to make a purchase. Some buyers have to run purchases through other upper-level executives, which can take time. Then, be sure to ask another question: “Do you have all the information you need, including the business case and financial case to gain the approvals?” By asking a buyer these two important questions, you'll have a better chance at generating a sale.

These are great questions to ask especially when you have Project Reports. That’s because opportunities have been identified at the company, and it’s your job to call and generate the interest for your product or service. If you are not familiar with Project Reports, SalesLeads’ researchers track new industrial projects across the country. These sales leads can be for new planned industrial construction, expansion, relocation and/or modernization equipment projects. If you haven’t seen what these are, then open a free account and take a look.



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The opinions expressed herein are those solely of the participants, and do not necessarily represent the views of Agile Business Media, LLC., its properties or its employees.

About Evan Lamolinara

Evan Lamolinara

Evan Lamolinara is president of SalesLeads, Inc., a company that has been around for over 60 years, generating high quality sales leads dedicated to the sales & marketing professionals in the industrial marketplace. Mr. Lamolinara, an entrepreneur and competitor, purchased the legacy company in 2014. Since then, he's redeveloped its core software delivery platform and grew the company over 400%. Evan graduated from Mount Union College with B.A. Business Management and honed his competitive skills as a 3-year letterman on the College football team.

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