Understanding your prospect’s biggest challenges is a great way to understand their needs better before pitching them. It positions you as a trusted advisor who’s trying to help them succeed rather than trying to sell them your product or service.
Identifying your prospect’s key business problem will help you position your product or service as the solution. You can ask this question as a follow-up to the question about their biggest challenges. This way, you can home in on one specific challenge that’ll move the needle most if solved.
This question helps you understand your prospect’s long-term goals better. You can ask your prospect for their quarterly, semi-annual and annual goals to get a full picture of their strategic direction. From there, you can show how your product or service helps them achieve their goals.
Asking this question will help you understand which of their goals and priorities are the most important. You can use this information to focus on the benefits of your product or service that’s most relevant to helping them achieve their priorities.
Understanding which success metrics your prospect measures and is trying to improve is helpful when positioning your product. For example, if their success measure is email open rates, you can show them how your solution increases open rates and provide supporting data.