See below the concept of all the questions and how to act on each one of them to guide the lead or potential client on their negotiation journey:
1. Situational Questions
The purpose of situational questions is to gather data and information about the potential customer’s situation, understand their scenario, and understand the business they are involved in.
Based on their answers, you will be able to identify potential problems they may be facing, which will help you vietnam phone number library on to the next step. It is very important that you do not go into your first conversation with a lead completely blindly, i.e. without knowing anything about the customer.
Conduct a brief survey about the client’s company’s product or service and the segment in which it operates. This will help could we develop a j.a.r.v.i.s.-like system? to formulate more contextualized and open-ended questions , allowing the client to speak clearly about the business situation.
What channels are used to promote your products or services?
How do you monitor the performance and effectiveness of your or your team’s actions?
What methods do you use to attract leads?
How do you analyze your marketing campaigns?
In addition to these questions, you can ask others as you see fit. But remember that this is an european union email list phase of the sales process . Ask only what is necessary to understand the customer’s situation.
2. Problem Questions
From the situational questions you need to be able to identify possible problems that perhaps not even the lead himself knows exist.
This is the moment when the salesperson must guide the potential customer and understand, together with him, what are the challenges, difficulties, dissatisfactions, pains and anything else that is a problem for the lead. Focus on questions that will make him detail the problems.