The Most Important Question You Can Ever Ask a Prospect | Business 2 Community

This led us to a discussion of the sales funnel and how social media in general, and content marketing and curation specifically, were playing an increasingly important role in filling the top of the funnel.

“Prospects are appearing in the sales funnel with so much more information than ever before,” I said. “They’re doing their own online research on you and your competitors, seeking out the perspectives of third-party subject matter experts and probably asking their peers and colleagues for their opinions – all before they reach out to the sales person.”

It’s not like the old days when the seller found the prospect and then drove the selling process. Ever so subtlely (or not), I was suggesting that the contemporary world of business and sales had changed and was much different than the old-fashioned business world of the late 20th century during which my dad made a career selling.

The most important question 

“What’s the most important question you can ask a prospect when they reach out to you in the scenario you just described,” asked my dad. He was testing me. I hate tests.

“Tell me, what is it?”

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