First of all, what are they??

Well, they are simply open-ended questions. You need them because everyone can say yes and no without giving much thought to it, but as a salesperson, you need a credible information about your customer to prove that they are willing to make the purchase. Otherwise, you’re just wasting your time. So to make your time valuable you ask little questions and listen a lot to what your prospect is saying.

There are two types of questions like primitive 1-off open-ended questions and layering questions.

1-off open-enders are just any questions where prospects have to explain their process, reasoning and so on, but layering questions are where the money’s at. They are extremely powerful tools that top closers use to confirm a sale before the prospect is even beginning to think of a deal. They are a little direct and requires a masterful phrasing, but can give you a vast amount of information that even customer himself isn’t aware of. Or readjust his beliefs towards certain processes.

The importance of open-ended questions reveals itself when we take a look at human psychological aspect. People no matter their position or skill level, always place themselves above average.

However, the upside is if you make them say what you want to hear, they will claim it as a truth and will be more willing to pick up your solution. You just have to put the pressure on and make it obvious that they are experiencing issues. This is where the open-ended question comes. They say it themselves! Of course, questions have to be masterfully picked and you have to guide them to that realization.

Let’s have a look at basic 1-off open-enders:

They are really any question that can be answered with more than yes/no. Here a few examples:

1. Tell me about…?
2. How do you determine…?
3. What do you like about…?
4. How would you improve…?
5. What’s been your experience with…?
6. How do your customers react to…?

Now yeah, they will provide you with a good amount of information, it may be even enough to close the deal. But if you want to step up your game, you have to start using layering questions.

Layerings usually are used to amplify their response. To find the reasoning behind such answers. They are your bread and butter if you want to take on the deals that are worth your time. Check our previous article about TED talks and especially Simon Sinek’s talk about leadership. In his talk there is a very similar approach on importance behind the question “Why?”. It is highly applicable in successful deal scenarios.

When it comes to the use of layering questions, they are followed up after 1-off open-enders. Since they reveal all specifics about the subject. It is highly important to use a strong open-ender to prepare for your layering question. Because you might end up questioning silly questions and irritating your customer. Trust me, with great power, comes great responsibility. You don’t want to appear like a clown in front of your client worth 7-digits and possibly lose the opportunity entirely.

I will give you some examples of layering questions, but they are pretty simple to create on your own. To make a layering question, you just have to use any active verb. The use of active verbs is mandatory. It makes them think. Do you remember how teachers in high-school used to ask you questions in front of the whole class? It gets your blood pumping and you immediately start thinking to come up with some answer. It’s same here, only now, you are the teacher.

Here are some example of layering questions:

1. Why is that…
2. Tell me more…
3. Explain what you said…
4. Could you clarify on…
5. Expand on that for me…
6. Can you elaborate…
7. What would that look like…

These are the questions where you the magic happens, where you reveal those hidden pain points of your customers and solve them with your product. Let me know if they you use them, in the comments and what benefits do they bring to you? Why is that so?

Meanwhile, be sure to check out our list of sales questions to match the most common personas, I’m sure it will help you if you stuck at some point.

What are they?

Probing questions are there to help you prepare for a demo or a sales meeting with your prospect. These questions help reveal your prospect and check out if they fit your ideal customer profile.

Why would I use them?

To be able to quickly narrow down your huge prospect list to the one’s that are likely to buy. These questions help to save time and become more productive

What’s in it for me?

What do you mean? All in one list of questions to ask your prospects! Learn these and you are halfway to being a sales guru. Well, theoretically.

101 Basics:

Basic questions are designed to reveal the customer and quickly eliminate ones that you’re incapable to help. Therefore, you’re unable to close them. Having said that, you should have done a fair bit of research to not sound unintelligent in your first rendezvous. Just in case you are unprepared, here is a good start to basic probing questions (a.k.a. Prospecting 101).

What do you offer to your customers?
Ask what your prospect’s selling. Find out what kind of business field are they in. Usually, it could be done prior the call, if you did your homework and researched your prospect.

What is your ideal customer?
To reveal customers that are buying from your prospect. Just when theirs field is too broad, you can ask this question and find out more about your prospect and draw a clearer picture.

Why would you be interested in something we offer?
Just to see what is the reason that you’re sitting with them in one room. Why are they interested in your product? It’s important to see if your prospect’s just window-shopping or are fully committed to making a deal.

What is the main priority right now in your business?
The money goes where the main focus is. If you’re solving a problem that is not relevant to your prospect – 9 out of 10 deals will not close. Figure out does your value proposition fit their top goals in view!

Who else will be a part of this project?
Just to see if you’re talking with a right people. The decision makers and not wasting your time with those just researching market for better options.

What budget portion are you willing to allocate?
Money talks. If you don’t have the money, I don’t have time to talk with you. Instead, I could be talking with someone who has and closing them. A clear budget is a good sign to reveal that they’re willing to buy.

102. Getting to know a prospect:

Now that all those basics are checked out and they seem to qualify your own ideal customer profile, start getting to know them better. Beware! They may still not qualify even if they fit your ideal customer profile.

Are you using something similar to… <<fill your solutions value proposition>>?
Maybe they are already using a competitor or a similar product and maybe they are looking for a more valuable option. Your demo could become a comparison, if they do. That’s why important to research your industry and your prospects. (Do your homeworks!)

Follow-up: If they are, why are they here?
What your competitors did wrong that you would be willing to fix and provide value? Find that little mishap and emphasize it, tell them how it could become a devastating growth’s mistake in such a fast-paced business environment.

What goals are you trying to achieve by using our product?
Just a direct hit, what do they want from you? Well, more like what are they expecting from you. It is mandatory question in any deal you want to close in a very beginning. Else, you could be talking about things that are not relevant to them.

103. Painting a new and better future:

These questions will help you to emphasize how important your product is and how amazing investment it is. Just know your product and if your customer qualified well enough previously, they will likely to make a purchase.

What changes do you think our product will bring in your company?
Let them say it, if they’re are saying it will be just an extra hassle and pretty much a money sinkhole. Then tell them otherwise, if they really qualify your ideal customer. If they start bragging your product, you already in the final straight.

When do you plan on implementing our product, if all goes well?
Urgency can be a great motivator. If you offer a product that does what they need and they ARE in desperate need of it. Deal will close.

What would happen if you decide to postpone the deal?
It’s there to draw a dark future that will soon be upon prospect’s company. But only if they decide to refuse the deal or decide to wait. Maybe later you won’t even be able to help them. Maybe it will even have a huge business impact that later will cost them millions.

We normally hear this that some people are born to sell. Well, that sounds true, but the fact is that no one is born to sell. It is just that some people have the knack to interact with other people in a better way and they have the essential tools that can make their interaction process easier and simpler. Sales development teams have to work hard to ensure that they are able to set up qualified leads and then hand it over to the sales team that can close the deal. However, that is not the only job that sales development teams have on their hand. SDR teams have to focus on end goals. They have to separate inbound responders from outbound hunters and at the same time they have to keep evolving and be creative and optimistic and stay focused on the strategy.

Now all this can be just too much of work for sales development team. Hence, sales development team requires a wide range of SDR productivity tools that can allow them to do things they want to do without wasting time and effort. With the new age technology, sales development representatives can fill in those critical gaps throughout the sales process. These tools also help SDRs to integrate with other sales technologies and offer ease to use and mobile-friendly interfaces and automate some of the common tasks thereby saving time and effort.

Let’s take a quick look at the top 10 SDR productivity tools.

1. Datanyze

Sales prospecting is tough, but SDR teams have to start with it. In simple words, prospecting is the art of opening up new relationships with target accounts and leads.

• Datanyze makes the job easier for SDRs because it offers them the opportunities that they need to get started with. SDRs often have to track their prospects to understand how they can approach them.
• Datanyze provides SDR with information about businesses and clients that have a contract up for renewal or have started or stopped using certain technology provider and much more.
• SDRs can also use Datanyze for research as they can access information related to company’s revenue, employee count, industrial and social activity. SDRs can also input their own list of prospects and the information is available right on their screen. Datanyze offers an all-in-one browser extension that makes the job of SDRs easier.
• All the information that SDRs require pops up on the screen instantly. The software also works seamlessly to reveal the best leads inside and outside the CRM based on various factors like industry business, technology, and social data signals. Datanyze also offers better Salesforce integration to access the data right within Salesforce.

2. LinkedIn Sales Navigator

Using a sophisticated algorithm to provide lead recommendations, LinkedIn Sales Navigator is another great tool that SDRs use for sales prospecting. Since the entire process of sales prospecting can be tiring and time-consuming, SDRs need productivity tools that can speed up their process.

• With LinkedIn Sales Navigator SDRs can easily save leads and create a sales lead list that can help them to find the right prospects. LinkedIn Sales Navigator provides lead recommendations based on the preferences set by SDRs.
• It works with Salesforce and, therefore, SDRs can instantly import Salesforce data. The tool also provides real-time sales updates on the prospects and unlock profiles out of the network.
• The tool helps in reviewing the profile for past 3 months and reach out to any LinkedIn member through InMail. Building relationships is essential to make sales and this tool focuses on building trusted partnerships even before the initial conversation.

3. Dashtab

While Salesforce seems to be the best CRM known for its scalability, Dashtab further simplifies the job of SDR and make them more productive than ever before. With Dashtab, SDRs can visualize all their leads prioritized in a single Salesforce tab.

• With so much data being entered it is important for SDRs to have a better view of the information gathered. Dashtab makes that possible as sales development reps can view lead information, automate qualifiers, automate cadences and drag and drop lead status and see real-time performance for everyone on the team.
• This helps SDRs to manage their pipeline to improve their productivity by saving time on logging activities in Salesforce. It also allows Sales Managers to get an inside look of their sales team performance and identify problems at the earliest.

4. Yesware

Sales development reps often have to make wise decisions once they have the prospect data. Yesware offer solutions that can make it easier for the SDRs to make these decisions.

• The tool provides prescriptive analytics and advice based on the team’s sales activity. The tool is integrated with Salesforce and, therefore, provides a better way for SDRs to automatically log data on every email sent, opened and received and every attachment downloaded or viewed in real-time.
• It tracks email open and reply rates and provides valuable information allowing SDRs to identify the best messages during the sales process. SDRs can now place their calls directly from their inbox, take down notes and save it to Salesforce in real-time.
• It also automates the outreach by sending email drip campaigns to engage prospects and to follow-up.

5. SalesLoft

Considered as all-in-one prospecting platform by various SDR teams across the world, SalesLoft makes it easier for SDRs to increase the number of qualified appointments and demos.

• The tool incorporates sales emails with prospecting cadence and shares them across the team. It can also connect directly to the mail server via Gmail or Exchange so SDRs can respond faster.

• It also automatically removes replies from cadence and can help you send group emails together at once while you can personalize each message as you send it. SalesLoft is well integrated with the phone to track all communication at one platform.
• It automates sales dialing, auto-populates time zones, and sorts prospects and adds simple voicemail drop and auto-logs all the information into Salesforce saving SDRs lot of valuable time.

6. Outreach

Communication is the key to success for sales development teams and Outreach provides enterprise sales organizations with effective communication framework. With Outreach, SDRs never have to break their flow and they can email anybody using Outreach Everywhere that allows them to email using Gmail or Exchange.

• The tool allows sales teams to work on top of Salesforce, LinkedIn, Gmail and various other platforms. This saves time as reps don’t have to switch from one service to another and back.
• Using Outreach Fusion, all the email activity is logged automatically on Salesforce. It also provides effective personalized templates to speed up the communication process.
• Outreach Sequences allow SDRs to create structure around personalized interactions, provide intelligent follow-ups at the right time and updates the statuses so that sales teams don’t miss a thing.

7. Hoopla

Sales development teams often have a tough time at work and over a period of time, their work can get monotonous and boring which is why sales development teams need a constant dose of motivation that keeps them on their toes and excited for the upcoming challenges.

• Hoopla makes it convenient for the sales teams to broadcast their live performances on a big TV screen in the office. It can stream key metrics and visual information that allow sales development reps to further break down their goals and targets and achieve better.
• The tool connects the entire team in a play-to-win culture infusing optimism and encouraging challenges to perform better.

8. InspireBeats

Lead generation is critical for sales development teams that can further help in bringing more business to the company.

• InspireBeats is all-in-one lead generation software that allows sales development reps to generate better leads by understanding their business, area of interest and past lead information.
• It also allows the SDRs to do more research after the lead list is generated.
• InspireBeats also provides personalized email outreach option that allows reps to create personalized and effective email response or make calls to these leads. It also provides follow-up option for those leads that do not reply after a certain amount of days.

9. LeadGenius

Sales development teams have to work hard to generate verified leads. LeadGenius is another productive tool for sales teams that can offer data-driven insights and leads that can help them close dealers efficiently.

• LeadGenius provides updated data to target new opportunities from the existing data. This can help sales teams to locate and communicate with customers and prospects effectively and enrich inbound leads for faster lead-qualification.
• It also provides a better way for direct engagement through tailored outreach solution. Sales reps can create customized messages to maximize opportunities, increase conversions, optimize with A/B testing and scale different campaigns based on insights and analytics.

10. TinderBox

Whether sales reps like it or not, sales proposals are an integral part of successful deals. Sales teams that focus on closing deals often need tools that can help them create better sales proposals. TinderBox is certainly the right tool that can make things easier for sales reps involved with closing deals.

• With Tinderbox, sales reps can create and deliver sales proposals, presentations, and contracts without wasting much time. This means you spend more time selling rather than creating sales proposals and presentations.
• They can also track their sales proposals online to keep a close watch on proposals that worked. It provides an inside view of who’s opening, viewing and forwarding the sales proposal, contract, and presentation.

Sales development teams and reps have a lot to balance and, therefore, they need SDR productivity tools that can ease their work. While Datanyze, LinkedIn Sales Navigator, and SalesLoft offer a better way to filter the company based on various factors to find prospects. Dashtab can combine all the information and put together in a way that makes sense and easy to understand. Yesware, on the other hand, is a great email tracking tool while Outreach automates the follow-up emails and drips campaigns. To keep the momentum going and to keep the sales reps engaged and excited sales teams need tools like Hoopla that drives the competitive nature of the reps. InspireBeats and LeadGenius are great tools for lead generation, lead research and email outreach while TinderBox saves time on creating sales proposals and presentations which are critical for sales teams that focus on closing deals.

The concept of sales development is usually untouched by most companies, but gradually the emphasis has been shifting towards sales development which would allow companies to initiate the sales in the right way. The focus of sales development team is very much like business development where sales reps work hand in glove with those who are responsible for closing deals.

However, the biggest challenge for most companies is to find the right sales development reps that have the right SDR traits that they can exploit. Here we focus on how you can look out for the right individuals that have SDR characteristics that can boost your company’s sales.

Creativity

Sales development may sound like an easy task, but it needs more than just skills to make things happen. When it comes to collecting new accounts, companies need to look for creative individuals that come up with ideas that are never tried before.

Creative individuals who think outside the box have ideas when it comes to harvesting new accounts. While they might challenge the traditional sales process and concepts, but they certainly have the potential to create personalized emails and engaging the prospects in a better way which would eventually lead to more sales in the company.

Passion

Sales development is a challenging job and to make things happen you need passionate individuals that stop at nothing. If the individual is not completely involved in the business you are not hiring the right person. Passion is the key to drive interest and motivation and if you have a candidate that has a passion to sell or to succeed then you can surely have him on your sales development team.

A good thing about a passionate individual is that they are really excited about their passion and that makes their job easier and far more convincing than those who are just trying to sell for the sake of doing it. A passionate SDR is also willing to work for longer hours as and when required to forward hot deals that matter to your business, while just-another-SDR will not be interested in sitting in for long hours.

Integrity

When you are hiring SDR you also need to look out for individuals that have integrity. This is really important because you want to make sure that your individuals have moral principles and standards that can make a difference. You cannot really motivate someone that does not have integrity and that can backfire and lead to financial loss.

We all make decisions which resonate with our personality and beliefs. Most often the choices a solution development rep makes may seem insignificant, but this doesn’t mean they’re not important to the business or our customers. Hence, always look out for candidates that have integrity that will allow you to have employees that can make a difference to your company.

Curiosity

Don’t hire an SDR who does not ask questions. Sales development reps need to know more about different things happening around the world and what your industry is doing and how it can affect sales. This is really important because SDRs have to talk to various buyers and, therefore, they should be well prepared to understand the state of mind of their buyers.

SDRs that have the curiosity to know more about different industries can have a nice conversation with their buyers too. Candidates who are not really interested in knowing much about other industries will feel bored talking to different buyers and will not be able to learn more from their conversations with their buyers.

A curious SDR’s should push all limits to ask the right questions to the prospects. Pertaining to this, an SDR should be well aligned to their company’s as well as customers goals. Being well informed about the industry as well as the products ensures good conversations with customers.

Additionally, an SDR should not be hesitant to demand more information about clients business. This showcases the SDR’s passion to know more and hence add more value. The questions should be paced well to suits to client response.

Comprehension Skills

SDRs not just have to be curious about different industries, but should also have great comprehension skills. They should be active listeners and that would allow them to provide better sales for your company. Buyers always do mention about their grievances and their problems to SDRs directly or indirectly and SDRs have to pick up those signals that would allow them to provide buyers with perfect solutions to their problems.

When you hire candidates for SDRs they have to demonstrate that they have the capacity to not just talk to the buyers, but also comprehend and process the information back to the company which then can be used by marketing and product teams to make their pitch.

Resilience

When you are hiring an SDR you must make sure that the candidate is optimistic and resilient. In sales, even the best candidates can get a negative feedback or response, but that should not deter the hopes of the candidate.

Best performing SDRs are optimistic by nature and they always see good even in bad situations and that is what makes them valuable. They understand that they need to be competitive and ensure that they take positive and negative response in their stride and focus on their performance rather than competing with the team. They also understand that the trick is in generating the right interest and getting the information and not selling.

Coachability

SDRs need to understand that they are not working alone, but in a team. Hence, they have to be open to suggestions and must have a teachable attitude. Sales development reps must be open to various suggestions and feedback that they receive in terms of how they work and what they are doing wrong.

If individuals are not taking the feedback in the right spirit, it can lead to various scenarios that can lead to a clash of ideas and disputes. If you sense that the candidate is not flexible and does not take feedback in the right spirit it is better not to hire such a candidate.

To conclude, sales development reps should be picked wisely. These individuals must have a combination of traits that help you close more deals. They need to be creative to think out of the box and passionate enough to work hard as and when required. SDRs must also have an integrity which is essential to your business ethics and should be curious enough to know and learn about different businesses around the world which makes the entire conversation with the buyers easier.

With the right kind of curiosity SDRs can evaluate the needs of the buyers and comprehend them in the right way. They should also be optimistic, resilient and adaptable and coachable as per the feedback and suggestions provided. By hiring ones that possess such qualities businesses can be sure that their account executives always have new opportunities and accounts they need to generate better revenue and profit.

Last month, I had an opportunity to attend Sales Kickoff Summit 2016 organized by amazing HireVue people! It proved to be a very valuable experience. Sometimes it is surprising how much value could be found for free on the internet when you know where to look at.

However, one presentation really stuck to me. Personally, I adore practical application when it’s possible and this really hit the nail on its head. The presentation that stood out to me was by Juliana Crispo, Founder & CEO at Startup Sales Bootcamp and was called “3 questions to find the pain”. As of today, 19th March 2016, the video is still available here.

Before we start, I should let you know that the whole talk is applicable to B2B and doesn’t really work in B2C, unless you’re selling a complex product. A car, let’s say. If it’s pens & pencils – this article & the talk isn’t for you.

Anyway, the whole idea behind finding pain is asking questions to find the main problem of the customer. And it is done, so product demo would only reflect the features that are relevant to the buyer. Therefore, this enhances the likelihood of closing the deal. By the way, have I told you that Juliana kept the consistent 40% close rate over 5 years! I hope now you will start taking notes!

Why would you need to discover the pain of the customer? To be able to eliminate it with your product! And generally at these times, a majority of buyers are numb to their pain. Meaning that things could be better, but they are good enough the way they are. 80% of deals turn out to be to buyers who are numb to their pain. These are the ones you’re after. And they require skill to be able to close them.

The cornerstone of the closing these deals would be asking the right questions to reveal those pain points. Even if the customer is not aware of them.

In total, there are 3 types of questions according to Juliana: pain openers, pain inducers and digging questions. If you follow these questions and select the ones that are relevant to you, you will receive a pretty well image of what the person is looking for and you would be able to decide if your solution is right for a customer.

Pain Openers – Great Conversation Initiators

If you’ve done your homework and know what the type of business or customer you’re dealing, you could start with: “Typically these business work with us because of pain x, pain y etc. – are these the same challenges that you face?”

From this point, it can go both ways: “Yes! This salesman knows what he’s doing!” Or it can go “No… They have no clue what I’m looking for”. That is why preparation so relevant. You can literally make or break the deal with one sentence.

The whole array of questions could be built around this practice. It is the matter of knowing your target audience and researching before qualifying for a demo or even a phone call. Just don’t forget the formula:

However, do not worry if the answer is “no”. You can admit that this customer is different from others and ask for their challenges. Just beware! Ask them to prioritize the main challenge. That is where the money goes. Because solution-to-all might appear inefficient and you might lose a potential customer, because he might decide to look for cheaper alternatives that fix just 1 issue. And don’t forget, there is the reason why the customer is taking his time to attend a meeting with you. He is already interested in your product.

Pain Inducers – Sell to Numb Buyers

These set of questions are there to emphasize the pain. To make a customer think of what would happen if I don’t take the action now. However, the main point is to make the customer admit that it would happen. This is what makes them so keen on purchasing your solution. If they admit something bad could happen – they would automatically want to prevent it from happening. You have to help them portrait the future. And show how daunting it is if they don’t have your product.

The basic formula for pain inducers:

“What? How? Let’s image that? If?” + “Future” = “Pain Inducers”

But to really make them shine, you would have to design your own questions:

1. Your solution to a problem (your unique value proposition)
2. Offer your value proposition and get denied by prospect (not worth the investment)
3. Prove them wrong (with pain inducer question).

The whole list by Juliana is present here:

Digging questions – Find more about customer

Now, if your customer appears to have a problem that your product solves – don’t jump around and get all excited. Do not underestimate the deal!

That is where the digging questions come. They are there to make you seem thoughtful and keep you cool. Ask for details, examples – just make them talk. Even if you’re extroverted – keep yourself quiet on this one and look for details.

And, there is not much a formula for making a digging question, but remember: the goal is to make them talk. Avoid questions that you can answer only by “yes” or “no”. Ask why? How? Ask for exact examples of their problems.

Juliana offered some of the examples in her presentation, you can use those.

If you are really stuck. Just use an up-tone. Everything in an up-tone sounds like a question. If you’re interested how it should be said – watch the presentation.

What if they start asking questions? Good news, everyone! These are the masked pain-points. They care about those and want to know if you can really help them. But instead of start bragging about your helpful support and fancy solutions. Ask them what is the reason that they’re asking? You will be able to extract more information and answer it the way they want to hear it.

So this was a brief overlook of 3 types of questions to find pain, but if you’re looking for more. Be sure, to check Juliana’s Crispo Buy-in method on StartupSalesBootcamp. These techniques are used by many successful startups and I’m sure you can find something relevant there. However, let me know in the comments if you already had a chance to use these techniques. Also, don’t forget to share if you find this article worth reading.

What if I could say that you need only these 6 simple tweaks and no additional selling time to double your sales closures? The majority of sales professionals are busy working on their sales skills and talent which would lead to sales performance improvement and allow them to earn a better income and secure their future. No matter what industry you work in, if you’re sales professional you have to ensure that your sales performance is top notch which would allow you to gradually rise up the corporate ladder.

Here you go! The 6 tips on how you can improve your sales performance and lead your business in the right way.

Mission Clarity

Selling your business is an art and you need to master that to improve your sales performance. Not everyone is going to buy what you sell, and therefore, first you must be clear about your mission and what your business stands for. You must also focus on your business and evaluate the target audience who will be willing to purchase the products and services you have to offer. On the other hand, you must also be clear about how you will approach your prospects and introduce your business products and services and later convince them to buy it.

Focus On Consumer Needs

When you want to excel in sales you have to focus on what your customers need rather than what you want. It makes the entire sales process easier and convenient and all you have to do is make the consumer realize that your product helps to meet their needs. You may want to emphasize on the features and benefits of the product/service you are selling and how it will affect the customer positively making their life easier and better.

Divide Your Goals

Achieving a goal can be complicated and bit hard when you look at it in singularity. However, it becomes easier when you divide your goals into smaller workable parts. If you believe that you have a goal at hand that is giving you nightmares, you should break it down and focus on each segment to work it out. When you achieve and complete smaller workable segments one after the other you will see that the larger goal is no longer a daunting task.

Let me give you an example, but first you have to question yourself this – are you feeling overwhelmed by the big sales pipeline you’ve got to generate?

Answer is pretty straightforward: