In sales, one mantra rings true for both the prospect and the salesperson: Ask the right questions. This teaches sales representatives to prioritize needs discovery. Additionally, it helps salespeople suss out a prospect’s main concerns. Yet, few sales professionals expect their customers to respond with thoughtful inquiry.
Generally, sales reps provide clients with information that should proactively address questions. Unfortunately, this can lead to negative consequences. Despite the best intentions, salespeople who provide too much information upfront insulate themselves from questions customers may ask which reveal interest, intent, and reservations.
Throughout the sales process, prospects should prompt sellers to answer questions that help the customer better understand the benefits, costs, and long-term potential of your product or service. Often, curious customers lead to better sales. And a quality sale is when prospects are not negatively surprised at any point during the sales process. In order to make sure prospects know exactly what they are getting, integrate these 10 questions into the conversation.
When customers ask this question, they want to know how your product or service can be applied to their business to help them succeed. In your response, they are listening for any inconsistencies between the type of buyer you are looking for and the type of customer they are.
Essentially, they want to know that you thoroughly researched their business prior to reaching out. Therefore, you want to take this opportunity to carefully explain reasons why they are your perfect client. You may reiterate that fact by sharing case studies and success stories from current or former customers with similar profiles and backgrounds. Ultimately, prospects want to feel as if your product was built for their business and with their needs in mind.