What is the biggest difficulty your sales team has in hitting targets?
Are you satisfied with your current customer prospecting process?
What are the main complaints your customers usually have?
What is your biggest challenge in generating and qualifying leads?
Is it possible to identify any bottlenecks in your sales funnel?
Through these types of questions, the prospect will begin to identify the problems and feel uncomfortable that they belarus phone number library found the solution to them yet . That’s when you start asking implication questions.
Implication Questions
This phase is essential for the SPIN Selling steps. It is through implication questions that you will make the lead understand the consequences that the problems identified previously may be having on the business.
In other words, the main objective is to make the potential customer realize the negative impact that the current how to create a product roadmap can have on the company if it is not resolved. This is where you generate value for your solution to make the sale happen.
However, for the consumer to consider your solution, they need to be aware of european union email list they will face if they do not pay due attention to their pains and needs.
Example of implication questions:
How do you plan for your company’s growth and demands?
If you are not generating qualified leads interested in your products or services, what impact will this have on your sales?
Have you thought about the negative impact that could occur on your investments if the problem is not resolved?
How much working time do you waste trying to solve the problem?
Implication questions are great for keeping prospects intrigued. By asking these questions, they’ll have to think about negative impacts they may not have even realized were related to their problem.