Do you ever feel like you’re not getting the full story from your customers? Understanding the needs of your customer is important, but these questions dig deeper and help you tailor your sales pitch and make it more persuasive. Try out these questions on your next customer and tell us what happens.
What are your biggest challenges with your current building(s)?
Why ask? When you understand their current challenges, you can proactively address concerns and objections.
How do you plan to use the building?
Why ask? Knowing how they plan to use the building helps you highlight features and options that add value to the complete building package.
Bonus. You’ll give your customer a personalized experience.
What is most important to you in this new building?
Why ask? With this question, you’re not only discovering their pain point, you’re leaning into their motivation (pride, profit, pleasure, or peace). This helps you turn each feature/option into an advantage for the customer.
