15 key questions for consultative sales interviews

[bitheerani319]

Consultative sales have become essential for any B2B business looking to stay ahead of the competition. Consultative sales are a methodology in which the sales agent acts as a specialist who offers a specific solution based on the diagnosis of the client's particular situation.

Unlike traditional sales, where products are the focus, consultative selling focuses on understanding the prospects' requirements in detail. Thanks to the personalized attention provided, customers create a feeling for the brand, appreciate it more, and a lasting relationship is formed.

When implementing consultative selling as an outbound strategy, there are key questions that should not be missed when interviewing the client. Let's see what they are below.

Fundamental questions in any consultative sale
The different questions that are asked in the interview will allow the rcs data greece to conduct a customer survey, which will serve to provide them with quality advice. Let's take the following moments as a reference when asking the questions.

Customer Knowledge
The purpose of the questions at this stage is to gather information, facts and data about the client's current situation . To do this, we can use these questions:

What goals does the company have for this year?
How did the brand perform last year?
What are the company's strengths and weaknesses?
What is your position in relation to your main competitors?
The customer should not feel pressured with the questions, as this will reduce the chances of selling. That is why we have to choose the most appropriate ones.

Identify the client's problem
Open questions are asked with the intention of getting a general idea of ​​the difficulties and problems that the prospect faces on a daily basis. Here it is essential to investigate beforehand their possible pain points , among other factors.

5. How has the process been to achieve your goals?

6. What changes do you think should be made in your organization?

7. What prompted you to seek our help?

8. How do you think our solution can help you?

This stage of customer prospecting is of great importance, as it provides relevant data that allows us to form an idea of ​​their profile and to know if it matches that of our business.

Recognizing customer involvement
When we know what consultative selling is, we use this moment to make the client see the future implications that will result from not solving the problem. He will be the one to mention them so that he realizes how important it is to resolve the situation.