S
What are we trying to do when we ask "S" questions?
Situation questions are used to collect facts.
What are problem questions used for?
Problem questions are used to probe for problems, points of dissatisfaction, or general difficulties that a prospect has.
What does the "I" stand for and what are "I" questions used for?
Implication questions are used to probe for the consequences of a problem (good or bad), point of dissatisfaction, or general difficulty
What does the "C" stand for?
Call for Solution
What does the "E" stand for?
Extend the relationship
Give an example of an "S" Question.
How long have you been in business?
How many employees do you have?
What are your company goals?
Give an example of a "P" Question
What are the barriers you are running up against?
Are you satisfied with the progress you are making against your company goals?
How has COVID impacted the company?
What is an "I" question you can ask that is positive?
How could it help your company if you did X?
What is the impact of working on X?
How would it help you if we could improve X?
Give an example of a "C" question
Do you feel if there was a vehicle/tool to help build out your business footprint that it could benefit your company and help achieve the goals we spoke about?
What if there was a way to help you achieve the XYZ goal you shared with me earlier?
If there was a solution available help achieve XYZ, is there anything that would hold you back from investing in it today?
What are you trying to do when you ask an "E" question?
Ask for the sale! Be assumptive.
Give an example of an "S" marketing question.
How many customers do you have?
How do you find your customers?
How much is each of your customers worth?
Give an example of "P" marketing questions
How difficult is it to get customers?
What is challenging about your current marketing strategy?
How much time do you have to devote to prospecting vendors/Customers?
What are some negative "I" questions you can ask?
What are the short or longer-term implications to your business if XZY isn’t achieved in time?
How can it impact your company if we don't work on X?
What is your plan B if this doesn't work out?
Give an example of a "C" marketing question
Based off of our conversation, Mr. Customer, do you see how generating a quality lead list will help to make your company more efficient- meet goals faster?
What if we are able to help save you time and get you in front of decision makers faster? How would this benefit your company?
What if we are able to find you a list of vendors/customers and point of contacts quickly, How would this help you reach your goals faster?
Give an example of an "E" question
Does anyone else need to be part of the decision process in purchasing the XYZ product today?
What credit card will you be putting this on?
Is there any reason if we can agree on price, that you would not move forward today?
What is one way to remind yourself to ask more "S" questions in your calls?
Create a visual reminder (such as a sticky note on your laptop)
Ask your leader or coach to live monitor and help remind you
Give an example of "P" financing questions
How difficult is it to get financing?
How concerned are you if you do not get the financing?
How could it impact your cash flow if you don't get a low interest rate on your financing?
What is a marketing "I" question you can ask?
How could it help your company if you were able to bring on more customers?
How could it impact your growth plans if you don't bring in new customers?
What are we trying to do when we ask "C" questions?
Need questions are used to uncover the core need or goal (i.e., the buying motive) of the prospect. These questions focus on the prospect’s attention on the solution rather than the problem. Answers to need questions will get the prospect to tell you the benefits that they are looking for.
Give an example of an "E" question
What email and method of payment are we using?
What other questions do you have before we finish the setup of your service?
What can happen if you don't ask "S" questions in your calls?
You focus more of the conversation on Dun and Bradstreet instead of the customer
You struggle to open up the conversation to find other needs outside of COS
You can miss opportunities to sell
Your sales performance can be negatively impacted
Why would you want to ask "P" questions in your call?
It can help uncover a need you can solve with one of our solutions
It can be a strong value point for taking action
Discussing problems and priorities can build urgency
Why would we want to ask "I" questions in our calls?
When a prospect answers an implication question, it can result in a prospect feeling better or feeling that the problem is larger than before the question was asked
Helps get buy in before you pitch the product
Builds urgency
Why would you want to ask a "C" question before pitching?
Strengthens the level of priority to solving the problem.
Gets buy in to use if you need to push back with
Give an example of an "E" marketing question
Do we need to include anyone else in this conversation before we move forward?
What questions do you have before we process this?
What else do you need before we finish the setup?