43个问题以产生紧迫感

Your product could be a great fit for your prospect. It's within their budget, you've offered them the perfect discount -- it should be a slam dunk. But unless they feel a sense of urgency, your prospect won't buy.

So, you should create some. Right?

Wrong. Sales strategistDavid Weinhaus与HubSpot合作伙伴机构合作的人，对“创造”紧迫性有很强的看法。

与其制造行动理由，这对您的前景无济于事，最终会适得其反，要么揭示他们不知道或退缩的现有原因。

提出正确的问题（如下面的问题），并让您的潜在客户意识到他们不开心或不满意。而且，如果您的问题不会导致他们得出这些结论，请接受他们仍处于教育模式，并让您的营销部门培养他们直到正确的时间。

如何在销售中建立紧迫性

Ask about their business

1) "How big is the company today in terms of annual revenue, approximate customer number, and employee headcount?"

This question helps you qualify them and start a discussion about how big they’d like to be in the future (and what’s currently standing in the way).

2）“业务是在稳定状态还是在增长模式下挣扎？[公司]增长速度比行业平均水平快吗？”bob全站app

Remind the buyer of their overarching business goals. This is a good tie-in to how your product would play into their strategy.

3) "Many of the people in your role I talk to don’t know [surprising fact]. Did you?"

I like theChallenger Salemethod of teaching your prospect something new -- not only will your credibility and authority go up, but you’ll naturally uncover urgency. The buyer will want to act on this information ASAP.

Ask about their pain points

4) "What is the problem you’re looking to solve?"

The buyer might be focused on a different pain point than you. Use this question to figure out if they’re on the right track. Sometimes, prospects try to address the symptoms rather than the cause by mistake.

5) "Why is now the right time to solve it?"

Asking why now is the right to solve this issue gives you an early glimpse into how much urgency your prospect already has. If it's not yet an urgent problem, you might lead them to realizing it is.

6) "Who or what is this problem affecting most?"

可能是他们的老板，本身或公司，但是提出这个问题使他们可以考虑不快速解决此问题的人类或商bob全站app业成本。

7) "Is the problem clearly defined?"

了解他们花了多少时间调查问题。提示：他们越清楚地将其隔离了，他们就越可能在修复它方面进行投入。

8) "Have you had this problem before?"

Figure out just how persistent your prospect’s pain point is.

9) "Is the problem easy or hard to address?"

前景可能会说这是后者。如果很容易解决，他们现在就可以解决。

10) "How does this problem affect the revenue, profitability, culture, or product cycle of the business?"

This question highlights the larger implications of what’s going wrong.

11）“这个问题会影响很多人吗？”

Get your prospect thinking about how widespread the effects are.

12) "Are you tasked with solving this problem as part of your regular job, or is this a special assignment?"

If your prospect says, “It’s part of my job,” then make sure you tie their overall performance to fixing this issue. If they say, “It’s a special assignment,” then there’s already genuine urgency: They need to identify an answer before a certain date.

询问不买的后果

13) "What happens if you address the problem? What happens if you don’t?"

This naturally leads the buyer to compare life with your product and life without. The second is usually much less appealing.

14）“您什么时候需要开始看到实施解决方案的结果？”

The prospect would probably love to see results right away. Their answer will help them realize why time is of the essence.

15) "What is the one thing that, if we could help solve it quickly, would have the most meaningful impact on the company?"

一旦您指出了一个主要的帮助机会，紧迫性就会自然出现。

16) "How would solving this problem affect you personally?"

Knowing the buyer’s individual motivators can make or break the deal.

17）“这对您的老板有何影响？”

When the prospect’s boss is happy, they’re happy. Connect the dots between your solution and their supervisor.

18）“如果您继续做自己在做的事情，会发生什么？”

坚持现状要比进行更改要容易得多，即使长期后果可能会使潜在客户的业务消失。有了这个问题，您将使他们适应无视该问题的危险。

Ask about how the problem affects them

19) "How can we make you look like a star?"

这个问题将您变成了潜在客户的合作伙伴，而不仅仅是他们的代表。它还可以帮助您查明产品如何帮助他们在办公室看起来很棒。

20) "What do you need to do/what objectives must you reach to get a promotion?"

Along similar lines as #17, this question reveals why the buyer is personally invested in finding a solution.

21) "How does this problem affect you on a day-to-day basis?"

大多数专业人士忍受了烦人或有害的疼痛点。一旦您展示了前景，就有一种更好，更轻松的方法，他们将更加渴望购买。

22) "How does this problem affect [department]?"

让他们放大并想象对更广泛团队的影响。

23）“如果您不再遇到这种痛苦，那么您可以专注于哪些项目/优先事项？”

这个问题使买方设想了一个世界，他们有时间，精力和资源来实现他们感兴趣的任务或计划。bob体育苹果系统下载安装

24) "What’s the most frustrating aspect of this problem?"

一旦了解了将潜在客户推到墙上的原因，就可以将产品放置在相应的位置。

25) "What [projects, campaigns, initiatives] are you currently working on? How does [challenge] impact your plans?"

This is another way of learning how the pain point is interfering with or obstructing their day-to-day work.

26）“执行会议最常出现哪些问题？”

如果首席执行官关心问题，那么您的前景也会。

27) "Which problems keep you at the office late?"

Figure out which issues the buyer doesn’t have an easy answer to.

28) "Which themes are coming up again and again on [Slack, Hipchat, your knowledge base/wiki]?"

虽然并非每个公司都使用内部bob全站app知识库或Wiki，询问那些最常见的主题的人可以帮助您指出他们面临的最令人兴奋，可见或挑战的事情。

询问比赛

29) "Is your industry getting more competitive?"

Most industries are. Capitalize on your prospect’s awareness that they need to act to maintain their edge -- or gain one in the first place.

30）“您担心[特定竞争对手]吗？”

Figure out who’s nipping at your prospect’s heels, then show them how your solution will widen the gap in their favor.

31) "Do you ever get the sense that [people in prospect’s department] are wasting [time, effort, leads, budget]?"

Mitigating (or even eliminating) the inefficiencies in the buyer’s department would be a huge win. Open their eyes to the possibility of a fix.

32）“您是否意外失去了主要客户？”

Whether the answer is yes or no, this question works. If your prospect has, they’ll be eager to take precautions so it doesn’t happen again. If your prospect hasn’t, the wheels will start turning: Wow, it would be really bad if 20% of our business vanished in one stroke.

33) "How [did, would] losing that customer affect the business?"

Get the buyer to vocalize the negative effects, which will drive their desire to avoid the catastrophe even higher.

34）“您如何避免陷入定价战争？”

Chances are, your prospect would love to find a differentiator that would save them from race-to-the-bottom pricing. You just need to explain why your product is that differentiator.

35）“您的客户是否要求您没有的[功能/服务]？”

If their customers are asking for something your prospect's business can't currently offer, that's asking for a competitor to fill a 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 inspire urgency.

Ask about next steps

36) "Would you be interested in talking to [Customer], who saw a [X%] return on our [solution, service]?"

听到一个获得出色成绩的人会促使您的前景进入终点线。

37) "Maybe it would be helpful for you to talk to someone who’s [made this journey recently, faced X similar challenge, resolved the same issue]. What do you think?"

If it’s too early in the sales process for references, suggest a knowledge-sharing conversation instead. You’re still connecting the buyer with a satisfied customer -- but their shared experiences are the focus, not your product.

这项技术的好处？它不仅对潜在客户和您的客户有帮助，而且在对话期间的某个时候，他们一定会提出您的解决方案。

38) "If we supply all the information you need in the next 24 hours, will you have time to review it and get started by [date in the near future]?"

Test your prospect’s commitment to act with this question. If they say they’re not ready, don’t be pushy -- instead, ask what else they’d need to make a decision.

39) "If I send over the contract when we hang up, can you return it to me in [six days from the current date]?"

销售量consultant杰夫·霍夫曼鼓励代表关闭。规范ally, the buyer says they’ll need more time -- at which point you say, “Okay, can you do [preliminary step] by that date?” They’ll say yes, and now you’ve gotten a concrete agreement to make progress on the deal within the week. Boom.

（根据您的销售周期调整日期。如果通常持续两周，请询问他们当天是否可以签署提案。如果持续10到12个月，请询问他们是否可以在三周内签署提案。）

40) "Define your timeline for solving the problem and getting the right results."

Make sure your prospect’s expectations align with reality. You may need to accelerate the sales process to meet their timeline.

41) "When must this problem be solved to avoid negative impact on the business?"

获得购买的固定截止日期。向潜在客户解释您应该在此截止日期之前拍摄几周或几个月，以防止延迟。

42）“您的业务中有季节性吗？您的季节忙碌还是缓慢？

For prospects affected by seasonality (like education, tourism, and entertainment), it can be critical to get a solution in place while business is relatively quieter.

43) "If we can work out a solution sooner, how does that help you?"

较早而不是晚些时候解决问题几乎总是一件好事。关于这个问题的最好的部分是，买家用自己的话说了这些好处。