Problem
P Questions
o
Here you help
prospects define
their needs explicitly
"So you're having trouble
Example: retrieving account-sensitive
data on a timely basis?"
Problem Questions
Every problem implies a need!
Are designed to identify a customer's problem
Are more often asked by experienced salespersons.
Inexperienced reps are tempted to see the customer's problems as a
distraction or threat.
The more experienced you become, the more you want to uncover
difficulties
The more you realize that customer difficulties present you with an
opportunity to be of service.
Other examples
Is this operation difficult to perform?
Are you worried about the quality you get from the old machine?
How satisfied are you with your present equipment?
What are the disadvantages of the way that you're handling this now?
Isn't it difficult to process peak loads with your present system?
How is the reliability on this system