在你的簡報時問你的潛在客戶一系列開放式的問題，有三個重要的目的。首先，它幫助你確認潛在是否適合你的產品。第二，它幫助你識別他們的關切需求的好處，這反過來又允許你調整你的銷售說法。第三，通過讓他們談論各種好處，以及他們對他們的看法，你偷偷地把資訊傳遞給潛在客戶的“銷售人員篩檢程序”。
不是以下所有列出的問題都適合每個潛在客戶，但這些例子會給你一個好的開始。理想情况下，一旦你問了幾個問題，潛在客戶將展開深入的討論，你根本不需要再做任何提示。
關於採購歷史的問題
通過更多地瞭解潛在客戶的購買體驗，你會瞥見他的大腦是如何運作的以及他的購買程序是如何運作。
一個潛在客戶的購買歷史顯示出對他對銷售人員的感覺，和他在產品中最看重的東西有重大影響。
- 有什麼經驗，好或壞，你有這個[產品類型]（例如）什麼經驗，好或壞，你有沒有購買過汽車？“）
- 你最後一次購買[產品類型]是什麼時候？
- 你過去買過什麼產品類型？
- 這個過程對你有用嗎？如何/如何不？
- 你已經做了什麼來解决現在的[產品類型]的問題？
- 你以前從我們這裡買了什麼？
- 那次購買是如何進行的？
關於採購細節的問題
這些問題與你希望發起的特定交易有關。詢問有關的購買問題，可以有助於確定特定的需求並設計自己的銷售說辭。
- 是什麼促使你今天和我見面的？
- 你在[產品類型]中尋找什麼品質？
- 哪種質量對你最重要？
- 你不喜歡什麼樣的產品類型？
- 你購買[產品類型]的時間表是什麼？
- 你的預算是多少？
- 誰參與了採購決策？
關於建立融洽關係的問題
這些問題讓你的潛在客戶談論自己，並幫助你與他建立某種程度的融洽（也幫助你發現潛在客戶的喜好和厭惡，這可以幫助很多）。
- 你在公司工作多久了？（B2B銷售）
- 你在哪裡買的那個漂亮的沙發？（B2C）
- 你的孩子多大了？你有多少？（如果你看到一張照片）
- 你希望這個[產品類型]為你做些什麼？
關於澄清的問題
如果潛在客戶只對一個重要的問題作出簡短的回答，試著找出更多的資訊。
- 告訴我更多關於這件事。
- 你能給我舉個例子嗎？
- 你能說得更具體些嗎？
- 這對你有什麼影響？
關於詢問拒絕理由的問題
如果你的潛在客戶沒有說出他的拒絕理由，你不能做任何事情。如果一個潛在客戶沒有提出任何異議，那麼一個小小的提問就能把它們拉出來。
- 到目前為止你有什麼想法？
- 你有什麼擔心嗎？那些是什麼？
- 我們還應該討論哪些問題？
- 有什麼理由我們不應該向前走嗎？
Sales issues conducive to sales
If you use your sales appointment to give a lecture on your product, how great it is, you will use a presentation style, which will take a lot of effort. A more effective way is to ask questions that will attract your potential customers. When you ask the right questions in the right way, you can eventually get your potential customers to order you! At least, he'll learn a lot from your product, which means that you can focus your presentation on the points where you can sell most effectively.
Asking your potential customers a series of open-ended questions during your presentation has three important purposes. First, it helps you identify potential suitability for your product. Second, it helps you identify the benefits of their concerns, which in turn allows you to adjust your sales statements. Third, by asking them to talk about the benefits and what they think of them, you secretly pass on information to potential customers in the "salesperson screening process".
Not all of the questions listed below are suitable for every potential customer, but these examples will give you a good start. Ideally, once you ask a few questions, prospective customers will have an in-depth discussion, and you don't need to give any hints at all.
Questions about the history of procurement
By learning more about a potential customer's purchase experience, you can see how his brain works and how his purchase process works.
The history of a potential customer's purchase shows that it has a significant impact on how he feels about the salesperson and what he values most in the product.
- What kind of experience, good or bad, what kind of experience do you have in this [product type] (for example), good or bad, have you ever bought a car?
- When was the last time you bought [product type]?
- What kind of products have you bought in the past?
- Does this process work for you? How/How not?
- What have you done to solve the current [product type] problem?
- What did you buy from us before?
- How did the purchase take place?
Questions relating to procurement details
These questions are related to specific transactions you wish to initiate. Asking about purchasing questions can help identify specific needs and design your own sales statements.
- What prompted you to meet me today?
- What qualities do you look for in [product type]?
- Which quality is most important to you
- What kind of products do you dislike?
- What is your purchase schedule?
- How much is your budget?
- Who participated in the procurement decision?
On the Establishment of Harmonious Relations
These questions allow your prospective customers to talk about themselves and help you establish some degree of rapport with them (and help you find out what they like and dislike, which can help a lot).
- How long have you worked in the company? (B2B sales)
- Where did you buy that beautiful sofa? (B2C)
- How old is your child? How much do you have? (If you see a picture)
- What do you want this [product type] to do for you?
Questions relating to clarification
If a prospective customer only gives a short answer to an important question, try to find out more information.
- Tell me more about it.
- Can you give me an example?
- Can you be more specific?
- How does this affect you?
Questions about the reasons for refusal
You can't do anything if your prospective client doesn't say why he refused. If a potential customer doesn't raise any objections, a small question can pull them out.
- What do you think so far?
- Do you have any worries? What are those?
- What other issues should we discuss?
- Is there any reason why we shouldn't go forward?
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