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