24 Questions
Which question should salespeople ask first to start the conversation about the buyer's pain points?
What is the main thing holding you back from growing right now?
What is the purpose of asking the follow-up question, 'How do you plan to solve this pain point?'
To educate the buyer on how the service can help
Which pain points do buyers usually provide?
Surface-level pain points
What is the most crucial question to identify serious buyers?
What is your deadline to solve this problem?
What is the purpose of asking the question, 'What does your boss think about all of this?'
To uncover budget and authority
What is the purpose of asking the question, 'What is stopping you from solving this problem today?'
To intensify the buyer's pain and identify hurdles
What is the key to turning a service from a nice-to-have to a necessity?
Focusing on the buyer's deepest pain
What is the purpose of asking the question, 'What is your deadline to solve this problem?'
To identify serious buyers
What is the purpose of asking the question, 'How do you plan to solve this pain point?'
To provide value to the buyer by solving the issue
What is the key to uncovering the real problem?
Focusing on the buyer's deepest pain
What is the purpose of asking the question, 'What does your boss think about all of this?'
To uncover budget and authority
What is the purpose of intensifying the buyer's pain and identifying hurdles?
To educate the buyer on how the service can help
Which question should salespeople ask first to start the conversation about the buyer's pain points?
What is the main thing holding you back from growing right now?
What is the purpose of asking the follow-up question, 'How do you plan to solve this pain point?'
To educate the buyer on how the service can help
Which pain points do buyers usually provide?
Surface-level pain points
What is the most crucial question to identify serious buyers?
What is your deadline to solve this problem?
What is the purpose of asking the question, 'What does your boss think about all of this?'
To uncover budget and authority
What is the purpose of asking the question, 'What is stopping you from solving this problem today?'
To intensify the buyer's pain and identify hurdles
What is the key to turning a service from a nice-to-have to a necessity?
Focusing on the buyer's deepest pain
What is the purpose of asking the question, 'What is your deadline to solve this problem?'
To identify serious buyers
What is the purpose of asking the question, 'How do you plan to solve this pain point?'
To provide value to the buyer by solving the issue
What is the key to uncovering the real problem?
Focusing on the buyer's deepest pain
What is the purpose of asking the question, 'What does your boss think about all of this?'
To uncover budget and authority
What is the purpose of intensifying the buyer's pain and identifying hurdles?
To educate the buyer on how the service can help
Study Notes
Five Questions to Uncover Your Buyer's Pain Points
- Salespeople face the challenge of selling a product/service as a necessity rather than a nice-to-have to close deals.
- Buyers usually provide surface-level pain points as they lack expertise to uncover the real problem.
- Surface-level pain points include financial, people, productivity, and process pain.
- To bridge the gap between surface-level pain points and the real problem, salespeople need to align their service with the buyer's deepest pain.
- The first question to ask is, "What is the main thing holding you back from growing right now?" to tee up the conversation.
- The follow-up question is, "How do you plan to solve this pain point?" to educate the buyer on how the service can help.
- The most crucial question is, "What is your deadline to solve this problem?" to identify serious buyers.
- The question, "What does your boss think about all of this?" helps uncover budget and authority.
- The final question is, "What is stopping you from solving this problem today?" to intensify the buyer's pain and identify hurdles.
- By answering these questions, salespeople can uncover the real problem and provide value to the buyer by solving the issue.
- The more intense the pain, the more likely the buyer will do something to resolve it.
- By focusing on the buyer's deepest pain, salespeople can turn their service from a nice-to-have to a necessity.
Five Questions to Uncover Your Buyer's Pain Points
- Salespeople face the challenge of selling a product/service as a necessity rather than a nice-to-have to close deals.
- Buyers usually provide surface-level pain points as they lack expertise to uncover the real problem.
- Surface-level pain points include financial, people, productivity, and process pain.
- To bridge the gap between surface-level pain points and the real problem, salespeople need to align their service with the buyer's deepest pain.
- The first question to ask is, "What is the main thing holding you back from growing right now?" to tee up the conversation.
- The follow-up question is, "How do you plan to solve this pain point?" to educate the buyer on how the service can help.
- The most crucial question is, "What is your deadline to solve this problem?" to identify serious buyers.
- The question, "What does your boss think about all of this?" helps uncover budget and authority.
- The final question is, "What is stopping you from solving this problem today?" to intensify the buyer's pain and identify hurdles.
- By answering these questions, salespeople can uncover the real problem and provide value to the buyer by solving the issue.
- The more intense the pain, the more likely the buyer will do something to resolve it.
- By focusing on the buyer's deepest pain, salespeople can turn their service from a nice-to-have to a necessity.
Are you struggling to understand your buyer's pain points? This quiz will help you uncover the real problem by asking the right questions. Learn how to bridge the gap between surface-level pain points and the buyer's deepest pain, and how to turn your service from a nice-to-have to a necessity. Take the quiz and start closing deals like a pro!
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