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。

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

1. What kind of budget range do you have for this type of project?

请问对于这个项目,您的预算范围是多少呢?

2. What if anything, would you like to see from a company like ours that you have not found to date?

如果可以的话,您是否有意愿看一下像我们这样的公司呢?

3. What do you like most about your current supplier?

对于您目前的供应商,您最喜欢什么呢?

4. What would you want to change with your current supplier if you knew you could get it?

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?

5. What are some of the major challenges or changes you have seen in the past year?

在过去一年中,您遇到的最主要的挑战或变化是什么呢?

6. What impact has this challenge or change had on your profitability, morale, or market share?

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?

7. What kind of time frame are you thinking about regarding project – start and finish?

对于项目的开始和结束,您考虑的时间节点是怎样的?

8. What idea have you found interesting relative to bringing into your company / department / division?

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?

9. What do you feel is the best process to use in making a decision for this type of project?

在做项目重大决定时,您认为最好的方法是什么呢?

10. Who else, other than you of course, will be involved in or impacted by this decision?

除了您之外,请问还有谁能够参与或者影响到您的决定呢?

11. What in your opinion is totally off limits and will not be changed with this decision?

在您看来,关于所做决定的底线是什么呢?

12. If you could change any thing in your current environment, what would you want to change?

如果您有可能改变任何现状的话,您想要改变的是什么呢?

13. What is the single most important change needed in this process or project?

在这个项目中,最重要的变化是什么?

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.)

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?

15. If this were to happen, how would this impact your organization? …and you personally?

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。

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