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3 Types Of Questions To Ask Prospects And Customers!
Discovering their pain points allows you to better plan your solution, and letting them do most of the talking gives the meeting a more consultative feel.
Get the answers you require so you can offer the best solutions by asking these three types of open-ended sales questions.
1) Needs-Based Questions
You must first be well-educated on your freight prospects before your initial sales call, but you still have a lot more to learn on them. Focus on asking questions that pinpoint their dominant freight buying motivations, which include needs but also have to do with their desires, feelings, tastes, etc.
2) Benefit-Driven Questions
Before you start rattling off all the features that your freight service solution offers, be sure that your prospect’s unique situation calls for your features that drive the benefits. When you’re able to focus on selling benefits rather than features, you spotlight your prospect and their unique needs.
3) Objection-Based Questions
No sales call will feel consultative if you respond to objections with a rehearsed set of responses. Your goal is not to outmaneuver your prospect, but to learn how to ask questions that relate to the most common objections you’ll get.
