To find out where they are located and how they feel. If you sell kitchen utensils, an example could be: “What kind of pans do you have at home? How do you cook with them?”
The customer's problem
To identify the challenges they have and the areas of opportunity that you can cover with your products. Continuing with the same example, the questions could be: “Does grease stick to your pans? How long does it take you to wash dirty pans?”
The implications for the customer
To let the customer know everything that their bolivia phone data problem entails and consider the negative effects that may result from not addressing the situation. An example of this type of question would be: “Do your pans often get scratched? How much force have you had to use when washing your pans? Have you ever hurt yourself while washing them?”
Customer needs
So that the potential client knows the benefits of your products, as well as the solutions it offers. To exemplify this phase, some questions would be: “Have you tried ceramic pans? Did you know that you can cook without anything sticking to the pan?”
This method is commonly portrayed and exemplified in infomercials or used in physical sales scenarios, such as in shopping malls through demonstrators.
The sales technique behind this model is to get the customer to identify that they have a problem and that your company can provide the best solution.
To apply it effectively, it is necessary to ask questions that cannot be answered with a simple yes or no. The idea is that the potential client gives you as many details as possible.
Also, try not to ask too many questions, as not all users have enough time to answer them.