That is, revealing customer needs through "How...?", "Why...?", "When...?", "Why...?" etc. Closed questions With closed questions you will get a clear answer: "yes" or "no". Also serves as the basis for ongoing dialogue and open questions. Alternative Questions Alternative questions can reveal a customer's needs when they are presented with multiple answer options.
Examples of questions to identify greece telemarketing client needs by type: Why did you choose our services? Are you satisfied with the working and functionality of our service? Is it more important for you to pay up front, or is it more important for you to pay based on the service resources we actually use? Combine these questions to get as much information as possible to determine your customer's needs. Based on the answers, establish further dialogue and resolve objections.
Use these questions with special techniques. Let's take a closer look at them. Methods of identifying needs The problem of identifying needs is the basis of any methodology and marketing research. With their help, you will intuitively feel your customers' needs. For example, so-called SPIN technology will help with this. SPIN Method for Identifying Customer Needs Here, questions for identifying needs are asked based on the 4 principles of the SPIN technique.
SPIN is a logic and map for sales negotiations where: C – Situational Questions: The manager understands interests, how things are going, based on the topic. "What rates do you use?" the employee asked. P – Questionable: A clue that something may be wrong. “Are you satisfied with the price and speed of your network?” And – Extraction: The problem or need escalates further. "Don't you think tariffs are unprofitable and you pay more?" N - Guide: Provide solutions to customers' problems.
