Tweet

What is their problem?

Written by: Ron La Vine

Article Overview: Sales professionals depend on knowing how to ask the right questions to discover the real needs of our clients. Often our clients tell us what they would like us to do, such as, "I need a solution on change management," but without telling us the ultimate result they want to achieve.

What is their problem?

Sales professionals depend on knowing how to ask the right questions to discover the real needs of our clients. Often our clients tell us what they would like us to do, such as, "I need a solution on change management," but without telling us the ultimate result they want to achieve.

To be truly effective we must be able to help our clients articulate the cause of the problem and to be able to identify what would be different if the solution is successful. Armed with this additional information we can then design the most effective solution for the problem at hand.

So what are some examples of questions and statements you can use to open up the prospect to discussing their problems.

Help me understand. How do you measure your key performance indicators?

I’d like to learn a little more about. What do you do when that happens?

Where do you find are the bottlenecks?

How high is the absentee rate?

What are the biggest challenges you are currently facing?

What are your top priorities over the next three months?

Tell me more about that…

Give me an idea how you currently process that specific type of data?

Please describe how you use spreadsheets?

What do you do when your system goes down?

Please explain your funding process?

Compare for me how your test scores went down last year and up this year?

In what way do you measure your production?

To what extent has this been a problem?

Go through the steps when your production line goes down?

What happens when a system outage occurs?

These questions are designed to root out the problems, needs or challenges your prospect is incurring right now. The next question is one you need to ask yourself. Can you fix the problem with your solution?

If the answer is “yes” or even a partial “yes” then you have the basis for closing for an appointment. If the answer is “no”, you’re better off letting the prospect know up front rather than wasting their valuable time or yours.


© 2005 by Accelerated Sales Training, Inc.

Related Articles
  Appreciate Your Obstacles!
  THE WAY WE SEE THE PROBLEM IS THE PROBLEM
  Problem or Not the Problem?
  Innovation or problem solving? is a great question to ask often
  Design Process - Define the Problem

Article Tags: appointment, bottlenecks, challenges, change management, effective solution, extent, key performance indicators, sales professionals, spreadsheets, system outage, test scores, three months, top priorities



Related Forum Posts
Re: Can Anything Stop The Facebook Juggernaut? - [quote="smartcompanysoftware":izz91cjh]I just tried to access your website ideasuniversity, but it's not working. I tried on my PC and phone, so it must be a problem your end. Just thought I should mention it in case you are not aware of the problem.[/quote:izz91cjh] I couldn't get the site to come up for me either. I would definitely look into this problem, Yinka.
Re: 1000+ unreachable urls (google webmaster tool) - Hi Anelly I had the same problem. Not as many URLs as you had, but also can't work out how to solve the problem. Maybe someone who knows the answer will come by here and advise us. MichelleJ
Re: Can Anything Stop The Facebook Juggernaut? - I just tried to access your website ideasuniversity, but it's not working. I tried on my PC and phone, so it must be a problem your end. Just thought I should mention it in case you are not aware of the problem.
Re: Alexa Ranking Goals - Hi Michelle, I've never experienced anything like that before with FF. I'm not sure what to say to help you, but hopefully you'll get the problem resolved. Let us know when it's fixed or if you found what the problem is.
Re: How To Pick Keywords To Rank For - The problem is that when you are new to internet marketing and you first hear about SEO, it sounds so complicated and there are many experts that can do this service for you for a nice sum of money. But this monster is not as big as they make it. Yes, some are doing better jobs than others, and there is always a place for improvement, but reading and learning can solve this problem.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Earn More Money - Easy Home Business Ideas

WHAT IS MANAGEMENT CONSULTING

Why Small Businesses Don't Survive

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.