We all know that listening is more important than speaking when making a sale, but that doesn’t mean you shouldn’t be asking appropriate, or even leading questions to encourage your prospect to give you the information you require to sell them what they need.
What is your primary objective or goal when considering purchasing a product/service such as this?
Are there any specific features or benefits you're looking for in a product/service like this?
What criteria will you use to make your decision?
Who are the decision-makers involved in this purchase, and what are their criteria for making a decision?
Can you describe your pain points or any challenges you hope to address with this purchase?
Have you evaluated any other similar products or services, and if so, how does ours compare?
What is your timeline for deciding on this purchase?
How does this purchase fit into your overall budget and financial goals?
Can you share any concerns or reservations you might have about our company and its products/services?
What would be the most significant benefit or advantage/disadvantage of choosing our product/service over other options in the market?
Remember, the goal of asking these questions is to gather information about the prospect's needs, goals, and concerns and to build rapport and trust. Ask open-ended questions to encourage prospects to share more about their situation and how your product/service can help them.
Remember that these questions are just suggestions; you must adapt them to your specific circumstances. Treat them as a loose guide, and never bombard your prospect with question after question. You must listen carefully to your prospect's responses and ask relevant follow-up questions to better understand their needs and concerns.
Asking the right questions will open a prospect up like a flower and help them consider the pros and cons of buying what you are selling. Skillful and subtle questioning allows your customer to talk twice as much as you while allowing you to control the direction of the sales interaction for the benefit of both parties. It’s a skill well worth learning.
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