Ask the Right Questions at Each Funnel Stage

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Sales closing questions need to guide the conversation toward signing a deal. Questions that elicit longer answers have been shown to influence call conversion rates. Top-of-funnel, or TOFU, leads are list of belarus consumer email generally outbound leads (i.e., you are cold calling). Inbound leads tend to be further along in the buyer’s journey.

Here’s a short list of effective questions you can ask your prospects, arranged by funnel stage:

TOFU
What’s your biggest business challenge as it pertains to [context of your offering]?
How is this presenting itself as a problem to your business?
How does that impact your day-to-day life?
What are you currently doing to address [pain/problem]?
MOFU
If I could wave a magic wand and improve one KPI, which one would you want it to be?
What are your buying decision criteria?
As you evaluate vendors, what‘s most important to you?
What‘s missing from our solution as it stands today?
BOFU
What happens between getting the green light and signing the agreement?
What other information do you need from us in order to move forward?
What obstacles could prevent you from moving forward?
Do you see a world in which you move forward before [date]?

By paying close attention to where a prospect is within the sales funnel — top, middle and bottom — you can achieve far greater success appealing to their mindset and objectives.