Preparing situational questions
Posted: Wed Jan 22, 2025 3:57 am
In large transactions, it is important to identify the client's hidden needs and be able to turn them into obvious ones. Effective managers use situational questions carefully. Their task is to obtain reliable but neutral information on the subject. This is what helps to understand the true state of affairs in the company and, therefore, make the most advantageous and interesting offer.
Research by international company Huthwaite suggests that new managers ask either too many situational or illogical questions.
Despite the fact that it is extremely iceland mobile phone numbers database important to use situational ones for productive sales, you should not become reckless and use them constantly. Otherwise, there is a risk of losing credibility with buyers.
How to work with situational questions correctly?
Be sure to prepare for a meeting with a client by carefully studying all available information about him.
Identify weaknesses in the client's business to help hidden needs become apparent.
After such an analysis of the potential client, it is necessary to think through and formulate precise situational questions that will be voiced during negotiations.
Preparing situational questions
Keep a line, if you cross it you risk turning from a potential helper into an accuser. At least, that's what the client will think.
Important:
select questions in such a way that, with a small number, they help to obtain the maximum amount of useful information;
their wording should reflect your intention to help solve the client's problem, and not accuse the interlocutor of inaction or stupidity.
Questions should be capacious, individual for each situation. A large number will overload the buyer.
Research by international company Huthwaite suggests that new managers ask either too many situational or illogical questions.
Despite the fact that it is extremely iceland mobile phone numbers database important to use situational ones for productive sales, you should not become reckless and use them constantly. Otherwise, there is a risk of losing credibility with buyers.
How to work with situational questions correctly?
Be sure to prepare for a meeting with a client by carefully studying all available information about him.
Identify weaknesses in the client's business to help hidden needs become apparent.
After such an analysis of the potential client, it is necessary to think through and formulate precise situational questions that will be voiced during negotiations.
Preparing situational questions
Keep a line, if you cross it you risk turning from a potential helper into an accuser. At least, that's what the client will think.
Important:
select questions in such a way that, with a small number, they help to obtain the maximum amount of useful information;
their wording should reflect your intention to help solve the client's problem, and not accuse the interlocutor of inaction or stupidity.
Questions should be capacious, individual for each situation. A large number will overload the buyer.