Focus on problems
We have talked before about the need to ask plenty of questions in order to establish what your customers are looking for. In the early stages of the call you need to ask about the customer’s situation, so you are getting simple factual information. Once you have that you need to find the needs that your product or service can satisfy. To do that you should have a list of pre-prepared questions that are designed to uncover the problems that your customer is facing – problems of course that you can solve.
The best questions you can ask focus on how the customer feels about those problems. Remember that people buy for emotional reasons. The more your questions can remind them of how badly the problems affect them personally, the more likely the customer is to buy a solution from you.
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