Some examples of this type of questions
Posted: Sun Dec 15, 2024 9:59 am
Situation - Identify the situation
The situational approach seeks to understand the current condition of your prospect. The idea is to gather enough information to be able to ask more elaborate questions, and to locate the problem and then solve it.
For example, the following questions are designed to better understand a situation:
What service do you currently use?
are you doing X to get Y?
Do you use a strategy for your company?
Problem - Address the problem
The second concept is to identify the problems phone number search oman that the customer has, as this will allow you to focus the conversation with more concise questions. Here the goal is to understand the challenges that a customer faces and see the conditions under which your product can be a viable solution.
How long does it take you to complete a project of type X?
Are you happy with your current Y service?
Why don't you make changes to fix Z?
Implication - What implications does it have?
The third step in this sales method is to understand the implications and consequences of the problem. You want to put the seriousness of the problems you have on the table and thus create a sense of urgency.
This way of conducting the conversation serves to give importance, since if this situation is not addressed it will become even more serious. Some examples:
Aren't you worried about your employees doing X?
How does this affect your customers?
Are you exposed to legal problems if Y occurs?
Need pay off - Driving to the need
Finally, it is about creating a need by offering a series of benefits with your product. The three concepts above serve to get to the point of positioning your company as a suitable solution for the customer, so that they can avoid further problems.
SNAP method
The snap method is focused on making lightning sales, avoiding long-term closing processes. This methodology consists of recognizing that customers are usually busy and perceive all services in the same way.
This sales technique seeks to differentiate itself by positively influencing the potential client, avoiding stress and seeking a quick and headache-free purchase.
The situational approach seeks to understand the current condition of your prospect. The idea is to gather enough information to be able to ask more elaborate questions, and to locate the problem and then solve it.
For example, the following questions are designed to better understand a situation:
What service do you currently use?
are you doing X to get Y?
Do you use a strategy for your company?
Problem - Address the problem
The second concept is to identify the problems phone number search oman that the customer has, as this will allow you to focus the conversation with more concise questions. Here the goal is to understand the challenges that a customer faces and see the conditions under which your product can be a viable solution.
How long does it take you to complete a project of type X?
Are you happy with your current Y service?
Why don't you make changes to fix Z?
Implication - What implications does it have?
The third step in this sales method is to understand the implications and consequences of the problem. You want to put the seriousness of the problems you have on the table and thus create a sense of urgency.
This way of conducting the conversation serves to give importance, since if this situation is not addressed it will become even more serious. Some examples:
Aren't you worried about your employees doing X?
How does this affect your customers?
Are you exposed to legal problems if Y occurs?
Need pay off - Driving to the need
Finally, it is about creating a need by offering a series of benefits with your product. The three concepts above serve to get to the point of positioning your company as a suitable solution for the customer, so that they can avoid further problems.
SNAP method
The snap method is focused on making lightning sales, avoiding long-term closing processes. This methodology consists of recognizing that customers are usually busy and perceive all services in the same way.
This sales technique seeks to differentiate itself by positively influencing the potential client, avoiding stress and seeking a quick and headache-free purchase.