7 Questions to Test How Serious Your Prospect Is About Buying

你了解一个有价值的宝贝，但它位于一座巨大的山顶。达到峰值需要克服极端寒冷，疲劳和高海拔。为了使旅程更少吸引力，您不确定宝藏值多少钱或者如果您甚至可以花费它。

Would you attempt the climb?

Your prospects face this conundrum all the time. Although they’re intrigued by the results you cite, they’re also probably intimidated by the energy, time, and resources required to navigate the buying process -- not to mention, to incorporate your product into their system and processes.

That’s why buyers who lack a strong desire to change ultimately decide not to act. Use these seven questions to identify unmotivated prospects so you can incite the appropriate urgency.

1) “How have you attempted to overcome this challenge in the past?”

前景通常会在外部寻求帮助之前尝试内部或中等措施。如果买方的问题相对严重，她可能可以描述她使用的至少一个策略。

Follow up this question with,“What were the results?”

她的答案会告诉你问题是多么紧迫。如果她的解决方案完全翻开或情况恶化，她可能有强烈的改变欲望。如果目前的情况相对稳定，她对变革的胃口可能较弱。

2）“为什么现在是优先事项？”

令人信服的活动和截止日期通常让买家急剧改变。您的前景可能对行业转变或新公司倡议作出反应。bob全站app也许她负责在特定日期之前实现目标。或者也许她意识到障碍是对她的事业的真正影响。

上述原因,连同any other timely ones -- suggest the buyer is motivated to act. However, if she responds to this question with an answer like,“It’s our slow season,”要么“I had some extra hours, so I figured I’d look into this,”你应该更加持怀疑态度，她渴望破坏现状。

3) “Change isn’t easy. How committed are you to revamping your [business area] strategy?”

Use this question with prospects who respond well to a direct, simple conversational style. It will help you differentiate a buyer who’s unsure if she’s ready to take the plunge from a buyer who’s fully bought-in.

Note this question doesn’t mention your product. Your prospect might be sold on the idea of buying a solution, but that doesn’t mean she’s sold on your solution. Once you’ve established her appetite for change, you can demonstrate why your offering is the best for her needs.

4）“这是我们产品成功所需要的内容。这通常转换为x小时/周（或显示承诺范围的其他公制）。这是你准备好的东西吗？“

对于许多产品而言，在买家签署虚线后，实际工作并未开始。一些销售人员厌恶与他们的前景分享这个事实，相信它将吓到 - 而且是正确的。

But that’s actually to the rep’s benefit. Prospects who aren’t willing to put in the time and energy necessary to realize a product’s potential aren’t good fits. They’re highly unlikely to end up buying … and if they do, they’re going to be dissatisfied.

就像你一样qualify your sales prospects对于需要，预算，权威，时间表等，您也应该qualify for commitment. This question will eliminate buyers who aren’t truly dedicated tosolving their business pain. As an added bonus, it sets appropriate expectations for the buyers who are serious about addressing this issue.

5) “On a scale of one to 10, with one being ‘never going to buy,’ and 10 being ‘ready right now,’ what’s your timeline?”

交易需要很大的势头来关闭。买方对您的产品似乎似乎很兴奋，但如果她正在拖动脚，她对变革的胃口并不足够。要增加它，请帮助她计算无所作为的成本。维持现状的负面后果是什么？

Ideally, your prospect will give an answer in the seven to nine range. That indicates she’ll be making up her mind fairly soon. Anything lower suggests this deal isn’t one of her top priorities.

6）“你的实施计划是什么？”

如果您的前景是买方旅程的决策阶段，她就在特定的解决方案类型中磨练。现在，她正在比较个别供应商来查看哪些产品最适合她的需求。

但是使其到这个阶段并不能保证购买。要了解买方真正的专用，请询问她的实施计划。如果您销售非软件产品，请询问，bob电竞官方下载“你在哪里看到这个产品拟合到你的[进程/例行/现有工具包]？”

承诺的前景将有一些想法 - 如果不是一个完全充实的策略 - 他们将如何将产品推出到他们的团队或将其整合到他们的工作流程中。

When your prospect says,“I don’t have an implementation plan,” “I haven’t gotten that far yet,”或类似的答案，不要自动写下她。这为您提供了增值和赢取权限的绝佳机会。提议引导她通过实施过程或帮助她弄清楚她的使用程度如何。

7) “Who else will be involved in making this decision? Do they know we’re speaking?”

Jeff Hoffman, creator of theYourSalesMBA™training program, uses this question to determine how serious buyers are.

如果您的前景高度急于改变，她会尽快带来其他决策者。他们涉及的早期，购买过程的速度越快。

一个不太热情的前景可能会推迟这一步。它是waste of time当她不知道她是否想要拉动扳机时，让她的同龄人涉及。

如果您的前景落入第二阵营，请考虑礼貌地推回来。你可能会说，“我们花了一些时间讨论[x挑战]和[y目标]似乎完成了[结果]会对您产生重大影响。有没有你没有带入团队其他成员的原因？“

Sometimes, you need to show highly motivated prospects your solution is the best for their situation. But sometimes, you need to prove they need a solution at all before you can show the value of your specific product. These seven questions will allow you to to separate the first type of buyer from the second.