14 Questions That Will Convince Prospects to Change From the Status Quo

无论您是在考虑其他四个供应商的潜在客户中，还是您是图片中唯一的供应商，销售过程中最大的敌人都是相同的：现状。

认知偏见和对失败的恐惧会大大延迟购买过程。在心理上，我们对不确定性感到不舒服，并且投资于一种无法奏效的昂贵产品并不是一个很容易逆转的决定 - 它对您的潜在客户的工作和晋升具有真正的影响。

这就是为什么建立紧迫性是销售流程的重要组成部分的原因。但是，搬家的前景不能涉及制造恐惧或压力前景在建立合适或福利之前采取行动的策略。下面的14个问题有助于潜在客户看到他们需要改变，而不会转向积极进取的老式战术。

14个问题，这些问题将使潜在客户放弃现状并购买

1) What is your process for [business area] right now?

这个问题为以下13设定了舞台。让他们谈论他们现在正在做的一切来支持目标或业务驱动力，否则您将没有坚实的基础来建立令人信服的变革论点。

2）您试图在此过程中取得什么样的结果？

Asking about results right after will keep them top-of-mind for your prospect. The most sophisticated-sounding process in the world is useless if it’s not getting prospects the results they need. Your sales conversations should keep your buyers’ processes tied closely to their goals so you’re keeping them focused on their process’ impact rather than specific tools or practices.

3）为什么这些结果很重要？

这个问题破坏了您对前两个设置的设置。仅仅了解目标是什么还不够。为了产生真正的紧迫感，您需要了解这些目标如何适合您潜在客户更大的业务环境。

Will failure in this area cause layoffs? Or is it simply an experiment with no larger implications? These two diametrically opposed endpoints could easily be serviced by the same process and goals, so dig deep to make sure you have the full picture.

4) How is it going?

Ask this question and hit the mute button. You’ve just had your prospect tell you what they’re doing and why -- now have them explain what’s not working. Presumably, they wouldn’t be spending time with you if everything was perfect (see #6), so be direct and find out what’s wrong.

在您的潜在客户完成之前，请勿介入 - 这种方法不仅可以确保您获得所有基本信息，还可以使您的潜在客户能够解决问题的各个方面，这将使他们在自己的脑海中扩大他们的痛苦。

5) Is there anything about your current process that you wish was easier?

Of course, fear by itself isn’t useful. Pair it with hope -- in your prospect’s ideal world, how would this process work? What do they want automated or taken off their plate? With this answer, you’ll start seeing where your product fits into their world and the specific benefits you can call out.

6）为什么今天打这个电话？

You won’t always encounter prospects who are willing to open up and share their fears, hopes, and dreams with you. So if they’re waffling or ducking your question, just pose it to them this way. They’ve taken time out of their day to speak with a stranger about spending their own money on something -- why?

7) What’s the implication to the business if you don’t meet your goals?

这是询问＃3的另一种方式。更精确的措辞可以帮助集中不确定如何回答的潜在客户。它还可以让您阅读您的前景是否是正确的联系点 - 不知道成功或失败的更大含义可能没有影响或权力在购买时签字的影响。

8）如果您不符合自己的目标，您个人会发生什么？

It’s not always smart to get personal in sales, but this question is a perfect way to do so. After you’ve zoomed out and learned about how your prospect fits into the whole business, zoom back in and focus only on their world. Are they up for a promotion? A bonus? Is this project their first major initiative in a new role, or a last-ditch attempt to turn things around?

尽管每个雇主都会喜欢如果员工的决定是100％合理地做出的，但事实并非如此 - 情绪会影响我们做出的每一个选择。因此，获得个人并确切地弄清楚您的前景从这种情况中获得（或损失）。

9) Why wouldn’t you buy?

这似乎是违反直觉的。您不希望您的潜在客户专注于他们为什么会购买，而不是为什么他们不会购买？

是的，否。但是，躲避异议和假装不存在不会对您有任何帮助。取而代之的是，将它们公开放开，以便您可以评估您的买家是否有真正的疑问或仅需要更多答案。您的前景是什么？他们是否不相信您的产品会解决任何特殊的挑战？

尽早提出这个问题，还表现出潜在的阻滞剂。如果您的产品需要两名全职员工来确保成功实施，而您的买家是一个团队，则最好尽早学习这一点，这样您就不会浪费时间不好。

10）带我度过一天。

了解您的前景意味着了解他们所做的一切。据推测，他们不仅仅是一次从事一个项目。而且，尽管您的产品可能只能帮助其中的一部分，但了解板上的所有内容将通过向他们展示SAN节省时间或精力来帮助您最好地定位产品。

11) What is the hardest part of your day?

There are two potential answers here: It’s a process related to your product, or it’s a process that’s not. Either way, you’ve got options. If their biggest hairball can be cleared away with your product, go in for the kill. If it’s something else, figure out how your product can free up more time to work on their most pressing priority.

12）您现在最重要的事情是什么？

它可能是您提供的业务领域，也可能不是。但是您必须问这个问题，以评估您的产品在购买者正在从事的其他事情的层次结构中属于何处。

13）您现在缺少您的流程在哪里？

在你开始做任何娱乐ommendations, have your prospect self-identify what they wish was more effective. Having them kick off this part of the conversation not only demonstrates what’s most important to them, it eliminates the need for you to guess what’s hard or try to get the buyer to see your point of view -- they’ll just tell you what matters.

14）如果过程的那些部分是固定的，那将如何影响您的一天？

Ask this as a follow-up to #13. As in question #5, you’re juxtaposing a negative emotion (fear, stress, frustration) with a positive one -- hope. Once you understand what your prospect’s “better tomorrow” looks like, you can figure out whether your product will actually get them there, or whether you need to try a different tack.

如果您能够让他们能够得出自己需要采取行动的结论，那么让某人做您想做的事情总是更容易的。这14个问题旨在做到这一点。通过取消潜在客户处境的细微差别，并让他们自我识别他们在解决方案中寻找的东西，您将说服他们从现状改变而不必使用肮脏的技巧。