Are you asking the same questions your competition is asking? If so, you will never differentiate yourself. When you act and sound like your competition the prospect or customer will always gravitate to the cheapest price.
The best way to get to the core of your prospects thought process is by asking questions that allows them to think about their key issues differently. When the prospect thinks about their key issues differently, the solutions become obvious. Stop telling your prospect or client what your product or service will do for them. Ask them!
Let me share with you a couple of examples.
- Commercial Insurance: “What strategies have you implemented that will reduce your exposure to risks you may be unaware of?”
- Investment Advisor: What steps have you taken that provide you with fiduciary risk protection?
- HR Consultant: “What ideas or strategies do you have to reduce key employee turnover and increase employee satisfaction?”
By asking this type of a question it allows the prospect or client to come to their own conclusion. Stop telling and start asking what I call “Opportunity Questions”. It is easy to create an “Opportunity Question”. Take the problems that you solve or the pain you eliminate and create a question. With each one of the questions above I have identified a key problem and created a question.
Stop doing a feature dump all over you prospects. Ask a question that allows the prospect or customer to think about their key issues differently.