nnerActive顧問(wèn)公司的CEO?Voss Graham表示，80%以上的外貿(mào)業(yè)務(wù)員都曾向他咨詢這個(gè)問(wèn)題：在面對(duì)潛在客戶時(shí)，應(yīng)該問(wèn)些什么問(wèn)題？
事實(shí)是，你得為每一個(gè)你即將拜訪的潛在客戶做準(zhǔn)備。整合不同渠道的信息，比如從網(wǎng)絡(luò)搜索，詢問(wèn)公司同事，回顧當(dāng)前行業(yè)趨勢(shì)，向客戶行業(yè)的外貿(mào)前輩請(qǐng)教，以及結(jié)合自身曾擁有的同類型公司的銷售經(jīng)驗(yàn)開始。
結(jié)合以上所有的信息，再盡可能壓縮總結(jié)出你需要的問(wèn)題列表。此外，還有另一個(gè)方法：根據(jù)你的產(chǎn)品的不同性能及其可能帶來(lái)的利益為基礎(chǔ)，列出問(wèn)題。
“?接下來(lái)這15個(gè)“安全”問(wèn)題，你可以在大部分B2B的外貿(mào)銷售中使用，無(wú)論是銷售產(chǎn)品還是服務(wù)?！?/p>
——Voss Graham
“1. What kind of budget range do you have for this type of project?”
請(qǐng)問(wèn)對(duì)于這個(gè)項(xiàng)目，您的預(yù)算范圍是多少呢？
“2. What if anything, would you like to see from a company like ours that you have not found to date?”
如果可以的話，您是否有意愿看一下像我們這樣的公司呢？
“3. What do you like most about your current supplier?”
對(duì)于您目前的供應(yīng)商，您最喜歡什么呢？
“4. What would you want to change with your current supplier if you knew you could get it?”
如果您可以讓供應(yīng)商做出一些改變的話，您最想讓他們改變什么呢？
“5. What are some of the major challenges or changes you have seen in the past year?”
在過(guò)去一年中，您遇到的最主要的挑戰(zhàn)或變化是什么呢？
“6. What impact has this challenge or change had on your profitability, morale, or market share?”
這些挑戰(zhàn)或變化對(duì)于您的利潤(rùn)、士氣以及市場(chǎng)份額有什么影響呢？
“7. What kind of time frame are you thinking about regarding project – start and finish?”
對(duì)于項(xiàng)目的開始和結(jié)束，您考慮的時(shí)間節(jié)點(diǎn)是怎樣的？
“8. What idea have you found interesting relative to bringing into your company / department / division?”
對(duì)于您的公司和分支部門，您覺(jué)得帶給它們最有趣的地方是哪兒？
“9. What do you feel is the best process to use in making a decision for this type of project?”
在做項(xiàng)目重大決定時(shí)，您認(rèn)為最好的方法是什么呢？
“10. Who else, other than you of course, will be involved in or impacted by this decision?”
除了您之外，請(qǐng)問(wèn)還有誰(shuí)能夠參與或者影響到您的決定呢？
“11. What in your opinion is totally off limits and will not be changed with this decision?”
在您看來(lái)，關(guān)于所做決定的底線是什么呢？
“12. If you could change any thing in your current environment, what would you want to change?”
如果您有可能改變?nèi)魏维F(xiàn)狀的話，您想要改變的是什么呢？
“13. What is the single most important change needed in this process or project?”
在這個(gè)項(xiàng)目中，最重要的變化是什么？
“14. In an ideal world, share with me exactly what the company, plant, production line, etc. would look like in a couple of years? (Looking for the vision statement here – critical information.)”
您能跟我分享下未來(lái)幾年內(nèi)最理想化的情況下公司的規(guī)模、生產(chǎn)線等信息嗎？
“15. If this were to happen, how would this impact your organization? …and you?personally?”
如果您說(shuō)的這些都能實(shí)現(xiàn)的話，對(duì)于您的公司以及個(gè)人會(huì)帶來(lái)怎樣的影響呢？
Voss Graham表示：銷售人員可以在任何跟B2B潛在客戶的交流時(shí)以此開始。通過(guò)我們大量的數(shù)據(jù)分析，使用問(wèn)答模式的成功率更高，因?yàn)檫@不僅讓客戶覺(jué)得你很尊重他，還能讓他感覺(jué)你很專業(yè)。
在此，他呼吁所有的B2B銷售人員，從使用這些問(wèn)題為開端，結(jié)合產(chǎn)品和個(gè)人特質(zhì)，讓自己所問(wèn)的問(wèn)題更有價(jià)值，為后期的項(xiàng)目達(dá)成奠定堅(jiān)實(shí)的基礎(chǔ)。
（本文轉(zhuǎn)自焦點(diǎn)視界focusvision綜合編譯）
西班牙港口罷工再升級(jí)！船公司或?qū)⒂谰酶目浚?/a> 
