To Understand Your Prospects Needs Ask Compelling Questions

Twenty-Seven Compelling Questions

Want to find out what your prospects are really thinking? Then act like Lieutenant Columbo and ask lots of questions! Vistage speaker and marketing expert Thomas Wood-Young  offers 27 questions you can ask that work in a variety of situations.

  • How many employees do you have?
  • How long have you been in business?
  • What is your budget and time frame?
  • Other than yourself, who are the key decision makers?
  • What do they do?
  • What are you looking to do?
  • What are your thoughts about our product and/or service?
  • What are your greatest challenges and goals?
  • What is your vision for your business?
  • Where do you want to see your business in the future?
  • What is your level of commitment?
  • Where are your problem areas?
  • What would you like to fix?
  • What is your current problem?
  • What kinds of obstacles are you facing in this area?
  • Why is solving that problem important?
  • What would it mean for you?
  • What are the implications of fixing that problem?
  • How do you see this moving forward?
  • How can I help you reach your goals?
  • Why is this important?
  • How would that help?
  • Where do you see returns?
  • How can my product or service help them/you become more effective?
  • Would it be useful if …?
  • Is there any other way this could help you?
  • What kinds of benefits would you like to see?

“These are just a few great questions that will help you uncover your prospects’ needs and allow you to better serve them,” concludes Wood-Young.

Thomas Wood-Young  is president of Wood-Young Consulting, a Colorado Springs, Colorado-based marketing and sales training firm.

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