Questions to ask to get specific answers for sales

by John

How do you approach potential customers to answer your questions so they can work out that they need your product.

Hi John,
interesting way you word your question. Your underlying assumption is that they ALL need your product.

My reason for asking questions what to uncover customer wants and needs and see if my product could fulfill those needs. Bit of a difference.

The SPIN Model is excellent for just this, see SPIN Selling on my website.

The whole bit about Implication Questions and Needs Payoff Questions could be just what you are looking for.

You also talk about how to approach customers. My mind read is that they are not inclined to answer your questions. Two thoughts
1) What's in it for them ? Do they know this ?
2) Do you develop Sales Rapport

Hope this helps, Greg

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