Situational questions They help the sales manager understand the client’s context
Posted: Sat Jan 18, 2025 6:34 am
Therefore, each loyal client is a plus to your authority + a free and very important channel for attracting new clients. 2. Offer value, not just a product/service Tell how your product or service can improve your customer's life, solve their problems, or help them achieve their goals. Example: "Our service will help you automate routine processes and free yourself from the operating system." "Thanks to the "Sales Scripts" service, you can improve the efficiency of your managers and increase the conversion rate for closing deals." 3. Build trust Trust is a key element of green selling.
Be open and transparent with your customers. Answer all their questions honestly, even if it means admitting some limitations of your product or service. Example: "This product won't work if you need feature X, but it does germany phone number list a great job of feature Y, which may be more important to you." 4. Use the SPIN technique The SPIN technique involves asking four types of questions: C - situational questions P - problematic I - implicational H - guides This approach helps you gain a deeper understanding of your customer's situation and show how your product can help.
why he wants this particular product, what is most important to him, etc.). Examples of situational questions: Please tell me what interested you…? Why this particular product? What is most important to you? And others. Problematic issues They help to understand the client's problem. Examples of questions: Why this product? What problems do you want to solve with this product? How will the customer use this product? What are the options for solving the problem? Implicational questions Additional questions that expand our understanding of what the client's pain/problem/request is.
Be open and transparent with your customers. Answer all their questions honestly, even if it means admitting some limitations of your product or service. Example: "This product won't work if you need feature X, but it does germany phone number list a great job of feature Y, which may be more important to you." 4. Use the SPIN technique The SPIN technique involves asking four types of questions: C - situational questions P - problematic I - implicational H - guides This approach helps you gain a deeper understanding of your customer's situation and show how your product can help.
why he wants this particular product, what is most important to him, etc.). Examples of situational questions: Please tell me what interested you…? Why this particular product? What is most important to you? And others. Problematic issues They help to understand the client's problem. Examples of questions: Why this product? What problems do you want to solve with this product? How will the customer use this product? What are the options for solving the problem? Implicational questions Additional questions that expand our understanding of what the client's pain/problem/request is.