面对潜在客户,问这15个问题最靠谱!
InnerActive顾问公司的CEO Voss Graham表示,80%以上的外贸业务员都曾向他咨询这个问题:在面对潜在客户时,应该问些什么问题?
事实是,你得为每一个你即将拜访的潜在客户做准备。整合不同渠道的信息,比如从网络搜索,询问公司同事,回顾当前行业趋势,向客户行业的外贸前辈请教,以及结合自身曾拥有的同类型公司的销售经验开始。
结合以上所有的信息,再尽可能压缩总结出你需要的问题列表。此外,还有另一个方法:根据你的产品的不同性能及其可能带来的利益为基础,列出问题。
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接下来这15个“安全”问题,你可以在大部分B2B的外贸销售中使用,无论是销售产品还是服务。
——Voss Graham
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1. What kind of budget range do you have for this type of project?
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请问对于这个项目,您的预算范围是多少呢?
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2. What if anything, would you like to see from a company like ours that you have not found to date?
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如果可以的话,您是否有意愿看一下像我们这样的公司呢?
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3. What do you like most about your current supplier?
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对于您目前的供应商,您最喜欢什么呢?
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4. What would you want to change with your current supplier if you knew you could get it?
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如果您可以让供应商做出一些改变的话,您最想让他们改变什么呢?
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5. What are some of the major challenges or changes you have seen in the past year?
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在过去一年中,您遇到的最主要的挑战或变化是什么呢?
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6. What impact has this challenge or change had on your profitability, morale, or market share?
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这些挑战或变化对于您的利润、士气以及市场份额有什么影响呢?
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7. What kind of time frame are you thinking about regarding project – start and finish?
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对于项目的开始和结束,您考虑的时间节点是怎样的?
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8. What idea have you found interesting relative to bringing into your company / department / division?
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对于您的公司和分支部门,您觉得带给它们最有趣的地方是哪儿?
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9. What do you feel is the best process to use in making a decision for this type of project?
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在做项目重大决定时,您认为最好的方法是什么呢?
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10. Who else, other than you of course, will be involved in or impacted by this decision?
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除了您之外,请问还有谁能够参与或者影响到您的决定呢?
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11. What in your opinion is totally off limits and will not be changed with this decision?
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在您看来,关于所做决定的底线是什么呢?
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12. If you could change any thing in your current environment, what would you want to change?
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如果您有可能改变任何现状的话,您想要改变的是什么呢?
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13. What is the single most important change needed in this process or project?
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在这个项目中,最重要的变化是什么?
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14. In an ideal world, share with me exactly what the company, plant, production line, etc. would look like in a couple of years? (Looking for the vision statement here – critical information.)
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您能跟我分享下未来几年内最理想化的情况下公司的规模、生产线等信息吗?
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15. If this were to happen, how would this impact your organization? …and you personally?
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如果您说的这些都能实现的话,对于您的公司以及个人会带来怎样的影响呢?
Voss Graham表示:销售人员可以在任何跟B2B潜在客户的交流时以此开始。通过我们大量的数据分析,使用问答模式的成功率更高,因为这不仅让客户觉得你很尊重他,还能让他感觉你很专业。
在此,他呼吁所有的B2B销售人员,从使用这些问题为开端,结合产品和个人特质,让自己所问的问题更有价值,为后期的项目达成奠定坚实的基础。