In class we talked about how asking good questions is one of the key ways to engage a prospect. We can only understand what they are interested in, what they want to talk about, and what their pain is by asking them questions that get them to talk.
I think another really important part in engaging a customer is understanding their passion. In order to understand a prospect’s passion, you must also ask really good digging questions. Passion goes right along with interest but involves something more personal to the prospect. Hopefully the person you are speaking to is passionate about their company and what they stand behind, but even if they are not, it is important to connect with them on something that they are passionate about to get them talking and to better understand their heart.
Some good questions for getting the prospect to share about their passion could be:
- “Tell me what the most important thing is about your company according to you…”
- “Can you explain to me what it is you think your company most needs…”
- “What is it about blank that really makes it different and unique?”
- “I can see your passionate about blank, can you tell me more about that…”
Although I just came up with the above questions and did not find them from an accredited source, I think they are good starter questions to get to know your prospect better. Understanding the heart of your prospect really grows the areas of trust, empathy, and bonding which are crucial aspects of any sales call.
BoweryJE22
I completely agree that it is so important to find out the customers passion. If you find this out, you’ll be able to sell to them more accurately and sell them exactly what they want or need. These are great questions that don’t exactly uncover pain, but they bring out a more positive side and get the customer excited about the sale because they’re talking about something and it gives them a chance to learn more about the positives in the company that they are potentially buying from.
I agree with this completely. Finding out what someones passion is and trying to connect with that can go a long way in my mind. This will help them feel more comfortable and at ease with the whole thing too. I know in my mind that if someone were to start talking about football or sports in general it would really put me at ease.
When discovering what someone is passionate about, asking good questions is very important. Finding out how your product relates to your customer can lock deals in. Once you get your customer talking listening is essential to success. Great post!