When you start a sales process with a potential customer, it is usually the customer who asks all the questions and the seller is the one who answers them. However, there is no rule that the sales representatives of companies cannot ask questions. In fact, doing so can be considered crucial if you take into account that, as shared by the MO firm, some of the main challenges that sellers face today are receiving response from prospects, prospecting good leads and closing deals. With this in mind, this time we will highlight some questions that sellers can ask to achieve better results when interacting with customers.
According to the Young Entrepreneur Council, here are some key questions to ask customers during a sale in order to better understand the target audience:
Have you used this product or service before?
If you receive an affirmative response from customers, you should continue to ask what the product or service did well and what mistakes should you avoid. These are strategic questions that provide information on how to be a more valuable seller, while at the same time providing more insights on the type of customer you are dealing with.
Sellers should be clear that they can only manage expectations that they are aware of, so you have to understand who they are selling to.
Why are you interested in this service?
As the source points out, an important question customers should always ask is « why? » The information in this can be extremely valuable because it dictates why the consumer is interested in the product or service offered by the seller. The better you can understand the customer’s motives or situation, the better the seller will be able to adjust their approach and meet the needs of the potential buyer.
Where did you hear about us?
This third question makes sense to ask clients because promoting a business becomes easier when you know where the audience is meeting. Sellers should try to identify where customers heard about them in the first place, either in an ad campaign or through a referral from some kind of community. Having that information allows you to double your marketing activities that will clearly generate a return on investment and allow you to be closer to customers.
Who has your business now?
This fourth question is completely designed to get to know the competition better. Sellers should not be afraid to ask who currently has their account. With this you can learn a lot about which provider the customer is currently using. This space should also be used to question what they like or dislike about that supplier and how their own company can provide added value. This gives an opportunity to also learn about customer needs.
What problem are you trying to solve?
As a fifth question, clients should be asked about the day-to-day problems or challenges they face and that they seek to solve. Doing so is important because, many times, customers want solutions to recurring problems. However, it should not always be a big problem, if you can gauge the recurring problem that can be solved for customers, it is almost a fact that they will come back to you and see what else you can help them with.
Are you ready for engagement?
According to the source, in the field of sales you must have patience. And is that many sellers do not use the practice of asking customers if they are ready to commit because marketing is a marathon, not a race. If they say yes, that they are ready, then they should all be given. But if you are looking for a quick fix, you should consider that these may not be the right customers for the business or the company may not be the best one to help them. It is about understanding the value of long-term collaboration for the parties involved.
What are the desired results?
According to the source, the fact that a seller can know the answer to a question such as « What are the desired results? » Can be of great influence in helping to decide if the customer is suitable for the business or not.
Taking this into account is important because there can often be a disconnect between what the business actually sells and the customer’s perception of how they will solve their problem based on the narrative they create based on the marketing or sales campaign. the one that was exposed.
How does the purchase fit your goal?
This can be considered one of the most effective questions to demonstrate the value of the company and its solution in terms of solving a problem or meeting a large goal that is sought to achieve. This question shows that you are thinking strategically. Thus, customers can see that if they buy your option they will obtain strategic insights of value within this process.
What does success look like with this product or service?
With this penultimate question, sellers will find that everyone has a variety of reasons for buying a product or service. While it is possible to make informed assumptions, it must be understood that the true needs of customers will never be fully understood until they are asked to do so.
The answer to the question is also something they may not have thought of previously so it opens things up for a more dynamic conversation.
What don’t you like about this product?
Finally, while it may be painful for vendors and businesses, it is helpful to ask this question. And is that in addition to identifying areas of opportunity, the response allows customers to really open up and express their needs more precisely. This can help sellers to fill communication gaps and find a more appropriate solution.
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