Some of the Answers to your Questions but were afraid to ask!
If you want better answers, Ask Better Questions
-
Upload
paul-kiewiet -
Category
Marketing
-
view
254 -
download
3
description
Transcript of If you want better answers, Ask Better Questions
Gather InformationLet the prospect do the talking.
What is your primary mission?Why are they in business? Observe and listen for key
words and phrases and incorporate them into your
conversations.
How do you go to market?
How do they reach their final buyer?
Are there channel partners such as distributors, dealers, value-added
service providers? Brick & mortar?
Online?
What is the most unique
characteristic of your company?
What makes them distinctive? How are they different from
their competitors?
Who are your competitors?What is their rank?
Leader? Follower? New Player?
What Trade Shows? Do you attend?
Do you exhibit at?What trade publications do you
subscribe to?
What is the biggest challenge facing you right now?
Find out where their pain is. Losing Market Share?
Technology changing their world? Demographic shifts?
What does success look like?
How will things look when your goals are achieved? How do you want people to feel about
your organization?
What was your greatest (sales, marketing,
advertising, HR, PR, etc) success?
And, what was the worst experience?
Are there any creative solutions you have seen
or heard of other companies doing?
Are there any you would like to hear about?
How does your company establish relationships with
customers and employees?
This could lead to a follow-up...and vendor partners?
Are there any programs that could use enhancements?Programs under development
Annual programs Events
Recognition Opportunities
What problems can I help you solve?
Loyalty Employee Engagement
Marketing Recognition
What impression do you want to leave with a customer?
Use one word to describe it. (i.e. Coke = Refreshing)
For Better Answers, Ask Better Questions
Paul A Kiewiet MAS [email protected] www.create2bgreat.com “To challenge and inspire people so that we can realize our full potential” Twitter @paulkiewiet http://bit.ly/link2Paul