Ask the right question, and you might get the right answer.

Questions Uncover Needs

 

You uncover needs by asking questions to help lead the customer to making his or her own decision to use you, and your services. Think of yourself as a detective. or a Treasure Hunter?  Here are some examples of questions you might ask:

• "Tell me about your existing situation."

• "What is the application (purpose/use)?"

• "Where is the installation?"

• "How is this going to be implemented?"

• "Who will be using these services/products?"

• "Tell me what other services you are currently using."

Sometimes your questioning can help customers uncover needs they didn't know they had. When this happens, you confirm your position as a consultant who can contribute in a meaningful way to the success of your customer's business. Thus, the service recommendations you make after that point will be well received, and you are on your way to longer-term business. The reason is that the customer is being led down the path of buying your solution-not by your telling him all about your great attributes, but by the customer making his own decision. The added advantage of this strategy is that once customers make their own decisions, they rarely change on a commitment.