What are a few open-ended or thought-provoking questions that you ask to get the prospect sharing that aren’t product related?
1 Answer
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • March 28
"How does solving this challenge/capitalizing on this opportunity/addressing this need impact the business overall?"
It's so easy to confuse surface level challenges that often times only impact users as the actual "pain" that the company is experiencing. The C-Suite at your prospect's organization are only going to approve a purchase based on a strong business case tied to key business impact, not based on individual user inconveniences or preferences. If you don't have business pain, you likely don't have a real deal.
"Why now? What is significant about solving this particular problem now?"
Asking "why now" more times than not will provide you with a nugget or two that you can leverage to drive urgency later in the sales process.
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