Your Customers Need Help 

Would you research medical symptoms and ask your doctor to write a prescription without an examination? Doubtful…

But that's exactly what many doctors – and sales professionals – are dealing with. With so much information on products and services online, prospects are performing their own research and requesting sales "prescriptions." But when they self-diagnose their needs without involving an expert, they often arrive at the wrong conclusion. 

Be their expert! Ensure you propose a solution that will provide the results they need by exploring their challenges and business needs further with these types of questions:

• Confirmation: Ensure the information you've collected about a prospect's business is current and accurate so you have a strong foundation for moving forward in the buying and selling process.

• New Information: Cast light on the customer's pressing business issues by asking for information that is not publicly available.

• Attitude: Learn how your contact feels about the organization's business challenges to gain insights into the sense of urgency within the company and how receptive your buying influences will be to your solution.

• Commitment: Gently probe into how willing a prospect is in taking actions that will move the process forward. These questions may help identify additional decision makers within their organization.

• Basic Issue: When buyers hesitate or refuse to commit to action, ask more questions to understand the concerns they have about moving forward. Basic issues are signals that customers feel the solution isn't in the organization's best interest. 

These questions will help you position an appropriate and thorough solution for potential customers.  Without discovering what their
true concept is, the sale becomes transactional and the solution becomes a commodity.

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