Questions Uncover Needs
You uncover needs by asking questions to help lead the customer to making his or her own decision to use your product. Think of yourself as a detective. Here are some examples of questions you might ask:
“Tell me about your existing situation.”
“What is the application (purpose/use)?”
“Where is the installation?”
“How is this going to be implemented?”
“Who will be using these products?”
“Tell me what other products you are currently using.”
Sometimes your questioning can help customers uncover needs they didn’t know they had. When this happens, you confirm your position as a consultant who can contribute in a meaningful way to the success of your customer’s business. Thus, product or service recommendations you make after ...
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