Situation
S Questions
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Data-gathering questions.
Uncover facts and
background information
"Would you describe your current
account documentation system?"
Examples:
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When overused, these questions bore the customer.
clarify the customer's current situation
Be sure each question is necessary
Can be overused (often are by inexperienced salespeople)
Don't ask a question to get information that you should have obtained
before the call.
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Individual
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Company
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Business
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What is your position?
How long have you been here?
What do you see as your objectives in this area?
What sort of business do you run?
Is it growing or shrinking?
What is your annual sales volume?
How many people do you employ?
What equipment do you use at present?
How long have you had it?
Is it purchased or leased?
How many people use it?