Ask about the competition

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How does this problem affect the department?"

Ask them to zoom in and imagine the impact on the entire team.

23) "If you were no longer in this pain, what projects/priorities could you focus on?"

This question forces the buyer to imagine a world in which he has the time, energy, and resources to pursue the tasks or initiatives he is interested in.

24) "What aspect of this problem is most frustrating?"

Once you know what exactly is making your potential customer uncomfortable, you can position your product accordingly.

25) "What projects, campaigns, initiatives are you currently working on? How does the issue affect your plans?"

This is another way to learn how a pain point is interfering purchase gambling data china user data with or hindering their daily work.

29) "Is your industry becoming more competitive?"

In most industries, yes. Take advantage of the fact that your prospect understands that they need to take action to maintain their advantage - or to gain one in the first place.

30) "Are you concerned about a specific competitor?"

Find out who's nipping at your prospects' toes, then show them how your solution will widen the gap in their favor.

31) "Do you ever feel like people in the prospect's department are wasting time, effort, results, budget?"

Mitigating (or even eliminating) inefficiencies in the buyer's department will be a huge win. Open their eyes to the possibility of fixing the situation.

32) "Have you ever unexpectedly lost a major client?"

Whether the answer is yes or no, this question works. If your prospect has had this happen, they will be eager to take precautions to prevent it from happening again. If not, the wheels will start turning: it would be very bad if 20% of our business disappeared in one fell swoop.

33) "How did (will) the loss of this client affect the business?"

Get the buyer to verbalize the negative consequences, which will further fuel his desire to avoid disaster.

34) "How do you avoid a price war?"

There's a chance your potential buyer will happily find a differentiator that will save them from the price race. You just need to explain why your product is such a differentiator.

35) "Are your customers asking for a service you don't have?"

If customers are asking for something that your prospect's business can't currently offer, it means that competitors may be filling the gap. If you can get your prospect thinking about what they don't have and how you can help them get it, that's a good way to create urgency.