Here are five critical questions to use to analyze why your product or service is selling or not. This is a tool for business leaders to use for strategic managerial decision making.
To understand your sales process better, ask these questions:
Question 1: Why did you _________?
When someone buys from you ask them why? Did they do it from need or want? What particular part of the exchange gratified them or was this simply to please you because you are their best friend? So, don’t be afraid to pick up the phone and ask why today. The answer will help you make informed decisions.
Question 2: Why did you decide not to ___________?
If you understand the reason why people do not buy from you then you can overcome objections and making your proposal stronger.
Question 3: How could we improve _________?
Many see what we are unable to. Ask for improvement. The source that knows your product and sees its flaws is a valuable resource.
Question 4: Who is one person you know who would want ______?
Sometimes a prospect is not in our immediate target zone but knows someone else who is; ask for this referral.
Question 5: Who is our major competitor and how is that product or service better than what we offer_________________?
This question allows you to analyze ways to gain a competitive advantage or to develop your unique proposition. Every question helps you refine your product or service. Please add your questions that you use in the comment box.