Connecting Question Situation Awareness Question 3-4
Hey *name*, this is just Joel … Ok, and what are you currently do
from Dentistamigos.
It looks like you recently booked
in a call/responded to an ad …
about possibly getting more
Discovery Questions
implant patients.
So before diving into what we
do, is now still a good time to
chat?
Do I have your permission to tell
you a bit about what we do.
So what I want to do is ask you a
few questions to see if what we
do can even help you. Is that ok?
I was just curious, when you
went through the ad… what was
it about the ad that attracted
your attention?
***So there's a chance I can't help
you. So,It may be worth asking each
other a few questions to see if we
could even help… For example:
Commiting Questions
Do you feel like this might actually
work for you? Why?
Do you feel like this could be what
you’re looking for? Why do you
Closing Questions
feel it is though?
Do you feel like this is something
you can do that will get you
where you are wanting to go?
Why do you feel it is though?
Well, I don’t have anything to
go over with you, it looks like
we possibly covered what you
are looking for. Really, the next
step is we make some type of
arrangement for your (whatever
your selling) … you can do wire
or card, and at that point we will
… (tell them the next steps after
they purchase)
Two Truths Question 3-4
It sounds like things are going
to get new Implant patients?
Any other way?
How long have you been ...
How many leads would you say
you’re getting a month on
average?
Of the(# of leads they said
before)leads your getting a month,
how many of those are you able to
convert into sales
Problem Awareness Question 3-4
Do you ... like the amount of
implant cases atm?
Woah woah hang on __ __, you
don’t sound so sure about it. What
don’t you like?
What do/don’t you like about ...
Why do/don’t you like ...
Is there anything else you
do/don’t like?
Transition Questions
Based on what you told me, what
we are doing, might actually work
for you, because you know how
you said … (logical problem)
And because of that, it's making
you feel … (emotional problem)
This is what we do … (briefly
describe the advantages and
benefits of how your solution
can solve their problem)
Solution Awareness Questions 2-3
So before you started talking with me, were
fairly well for you, is there
anything you would change the
amount of implant patients it … if
you could?
Why would you change that?
Why is that important to you now
though?
Has that had an impact on you? In
what way?
What do you feel has kept you
from solving this on you own?
Let’s do this, just so I can see
the rationale, Besides wanting a
higher quality lead… What’s the
main reason you’re possibly
looking for help to get higher
quality leads but also tighten up
your sales process, rather than
just doing it on your own / or
doubling down on what you’re
already doing?
*In what way/why now THOUGH?
Qualifying Questions 1-2
Ice Cream Truck / Burning Building Analogy:
How important is it for you to
change your situation and start
…? Why is that important to you
now though?
How would that make you feel to
do that?
How important is it for you to
solve this problem?
How do you see this being
beneficial to you/your company?
What are some ways this could
help you?
If you could … what would it do
for you personally
you out there looking for ways to increase
the amount of implant patients
NO:What’s prevented you from making a
change in the past/changing your situation?
YES:What were you looking at just so I
understand?
What do you feel has kept you from solving
this on you own?
Let’s do this…. just to make sure that what
we are doing would actually work for you,
but besides more implant patients and
high quality patients… what are you
actually looking for in new patients, what
would be your ideal criteria?
So, earlier you mentioned that you’re doing about
(# of jobs they currently do)_ jobs per month. How
many jobs would you like to be at every month,
like what would be your ideal number?
And like ball park figure, what would you say is the
average job size you do, like how much revenue?
So, let’s just suppose we were able to help you get
higher quality leads so that you can get to (ideal
# of jobs they said) _ and generate an extra
_(plug is result from # of jobs wanted and average
job size)_ _. What kind of impact would that have
on your business?
How would that make you feel though?
Consequence Questions
Okay, (NAME) what are you
gonna do if nothing changes
though and you keep getting
these low quality leads for the
next 3, 6, or even 12 months
though?
Are you willing to settle for that?
Okay, well how important is it for
you to change your situation, so
you can __(insert what they say
they wanted)
So, it’s important for you to do
something then?
Have you considered the possible
ramifications of not doing
anything about your situation?0...