Many prospects face similar challenges, from financial or people pain to challenges with productivity or processes. Asking the right questions allows you to get to the heart of their real pain points. When you know what to ask, you can cut through the noise and talk about what really matters.
A blog post from Salesman.com says there’s a goldmine of valuable information hidden just below the surface, and to unlock it, you should ask 5 powerful questions. We share these must-ask questions in this issue of PromoPro Daily. Keep reading to learn how to uncover those hidden pain points and offer a promo solution that truly resonates.
- “What’s holding you back?” It may seem basic, but this question forces the prospect to get specific. If they lament about lagging sales, it could indicate financial pain. If they mention disengaged employees, it could hint at people pain. The post says this question acts like a shovel to dig beneath those surface complaints and expose the root of the problem.
- “How do you plan to solve this?” Some prospects won’t know what to do next. That’s your chance to shine as a promo pro. Show how you can remedy their pain. Other prospects may have some ideas, the post says, especially if they’re further along in the sales process. Asking this question uncovers the roadblock holding them back.
- “What’s your deadline to solve this?” This is the million-dollar question, according to the Salesman.com post, because the answer tells you everything. If there’s no deadline, there’s no priority. However, if the prospect provides a specific date or timeframe, it’s gold. This shows they’re actively seeking a solution.
- “What does your boss think about this project?” Your prospect may not be the decision-maker. By asking this question, you reveal their decision-making power and gain insight into the situation. If their boss is urging them to fix the issue now, the prospect probably has the budget and authority to move forward. If their boss doesn’t have any urgency, you may have to convince multiple people and prepare for a longer sales cycle.
- “What’s stopping you from solving this problem today?” According to the post, this question intensifies their pain because it forces them to confront the consequences of doing nothing. Whether they lack resources or don’t know where to start, this is where you can tailor your approach.
You can offer a promo solution that truly resonates. Start by asking the 5 questions above. When you uncover the prospect’s hidden pain, you show that you’re an expert who knows exactly what they need.
Compiled by Audrey Sellers
Source: A blog post from Salesman.com, a site that provides sales training and resources.
