There's a reason we have two
ears and one mouth -- so that we can listen twice as much as we
speak. As a professional sales person, the more customer
information you can gather the better you can service your customer.
Getting this information takes time and the right questions.
There are many types of questions you can ask including:
Here are 3 great open-ended
questions that will supply you with key customer data:
The Magic Wand
If you had a magic wand and
price wasn't an issue, what features or functions would you want our
product/service to have?
This question will allow the
prospect to tell you about features and functions that maybe you had
not thought of. You might also learn of key areas of
importance to the prospect that otherwise would never have been
discussed. If a prospect tells you that cost is the reason
they are not interested in your product, then by asking this
question you will gain insight into the real reason they are not
interested. If the real reason is money, the answer won't
contain many features you don't already have.
What Keeps You
Up At Night?
What issues or problems do you
worry about most and, of these, which ones are you trying to solve
By asking this question, you will
learn which problems are most pressing and require immediate
attention. If your product or service does not address these
problems, then you're unlikely to get the prospect's attention until
these higher priority problems are solved. If your product or
service does focus on one of these areas, then you will know where
to concentrate your selling efforts.
Most and Least
What do you like most about our
service/product and what do you like least?
Asking this question at the end of
a presentation will let you see how well your product or service
solves a real problem for the prospect. You will also learn
where you should focus your selling efforts and where you shouldn't.
Got other questions that you have
found to be effective? We'd love to hear them.
Drop us a line.