Start a relationship by asking power questions

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When you’re with prospects, you want to get them to talk and become emotionally involved. Ask the right questions for the situation, and you can make a successful prospecting call.

Questions that identify pain.

The avoidance of a pain point often motivates people to buy more than the pursuit of a gain. To help prospects identify their pain, ask:

  • What concerns you most about deciding to buy?
  • What do you want to avoid moving forward?
  • What would keep you from moving forward on changes?
  • What do you dislike doing now that we can do for you in the future?

Questions that identify opportunity.

These prospecting questions help identify weaknesses in the current situation. Ask:

  • What’s the quality of what you use now?
  • What do you like about what you use now?
  • Will what you use now get you where you want to be in the future?
  • What kind of feedback do the people using that product give you now?

Questions that impress.

You can use these questions to help prospects see the value:

  • How much flexibility do you need from a supplier?
  • What can we do to make your purchasing experience easier?
  • How important is it to you that your vendor offer (your specific, differentiating) service?
  • Can you tell me about special order needs you have?
  • If you could have one extra feature, what would it be?

 

Resource: Adapted from Internet


Post time: Mar-15-2023

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