5 Sales Questions To Uncover The Buyer’s Pain

Selling Made Simple And Salesman Podcast

Are you stuck asking sales questions that take your prospects round in circles?

Prospects mention issues, but they're vague – surface problems that don't reveal the real challenges they're facing. Well, there's a goldmine of valuable information hidden just beneath the surface, and the key to unlocking it lies in asking the right questions.

This video will equip you with 5 powerful sales questions designed to cut through the fluff and uncover your buyer's hidden pain points. By getting to the root of their problems, you can finally offer solutions that truly resonate and get deals done.

Common Pains of Prospects

There are four key areas where these the buyers pains often appear. Once we understand where the buyers pain likely lives, we can then attack it with our questions.

• Financial Pains: These often manifest in statements like “Revenue is up, but profits are down” or “We lack financial transparency for sound decision-making.”
• People Pains: Phrases like “Low team morale” or “Employee turnover to competitors” can signal these issues.
• Productivity Pains: Look for clues like “Missed deadlines” or “Excessive meetings hindering workflow.”
• Process Pains: Statements like “Inefficient hiring process” or “Overwhelmed customer service department” indicate potential problems.

Question #1 “What’s holding you back?”

Here's the first question to unlocking your buyer’s deepest pains: “What's the main thing holding your company (or division) back from growing right now?”

This might seem like a basic question, but trust me, it's a goldmine. It forces your prospect to get specific. Did they groan about “stagnating sales”? That could be a symptom of financial pain (“We're not generating enough revenue to hit our targets”). Maybe they mumbled something about “disengaged employees”? That hints at a people pain (“We're struggling to retain top talent”).

Here's the magic: This question acts like a shovel, digging beneath those surface complaints to expose the root of the problem. It not only unearths their pain point (financial, people, productivity, or process), but also sets the stage for even more powerful questions later on.

Think of it like this: Right now, you're a consultant, not a salesperson. You're diagnosing their business woes. This question is your initial diagnostic tool, giving you a glimpse into the bigger picture.

We'll get even more targeted later on, but for now, master “What's holding you back?” and watch those hidden challenges come flooding to the surface. This is just the first step to turning you into a trusted advisor who can offer solutions they can't refuse.

In the final step, we'll get super practical and ask “What's stopping you?” from fixing this problem right now.

Question #2: “How do you plan to solve this?”

Alright, sales nation , so you've identified the prospects main pain point using question number one. Now, let's get even more intel. Here's your second secret weapon: “How do you plan to solve this?”

This might seem obvious, but it's a goldmine of information. Here's why:

• Uneducated Buyers: They'll likely shrug and say they're not sure. This is your chance to shine! You get to educate them on how your awesome service solves their specific problem. Remember, you're a consultant, not a pushy salesperson. You're offering a remedy for their pain.
• Educated Buyers: Maybe they have some ideas, especially if they're further along in the sales process. But there's obviously a reason they haven't tackled it yet. This question uncovers the roadblock holding them back.

Here's the magic: By understanding their current plan (or lack thereof), you can tailor your approach in the next step. Maybe their solution is flawed or incomplete. Maybe they're simply overwhelmed and don't know where to start. Either way, you've got the key to unlocking the real value you can offer.

By asking “How do you plan to solve this?” you open the door to uncovering the “why not” behind their inaction. This sets the stage for question number three, where we'll use that information to our advantage.

Question #3: “What’s your deadline to solve this?”

We've exposed their pain point and identified their lack of a solution in the first two questions. But here's the million-dollar question: “What's your deadline to solve this problem?”

This might seem simple, but the answer tells you EVERYTHING. If they shrug and say “no deadline,” that's a red flag. It means the pain isn't urgent enough for them to prioritize a fix. They're not ready to buy, and trust me, chasing these leads is a recipe for wasted time.

However, if they give you a specific date or timeframe, that's gold! It shows they're actively seeking a solution, making them a highly qualified buyer. This is someone worth your time and effort.

Here's the key: A deadline tells you two things. First, it reveals the urgency of the the prospects problem. Second, it hints at their budget and decision-making authority. After all, solving a big problem by a tight deadline always requires some resources.

We'll tackle budget and authority next, but for now, remember: deadlines are your friends! They expose urgency and potential buying power, making your path to closing the deal much clearer.

Question #4: “What does your boss think about this project?”

We've pinpointed their pain point, exposed their lack of a solution, and identified their deadline. But hold on, there's one crucial piece missing: the power struggle happening above their head.

Question four: “What does your boss think about this project?”

The question might seem like a casual inquiry, but it's a goldmine of information. Here's why: sometimes, your buyer might not be the actual decision-maker. They could be stuck needing approval from their manager for budget or greenlight.

Imagine this: They tell you their boss is breathing down their neck to fix this problem. Bingo! That signals they likely have both the budget (since their boss is pressuring a solution) and the authority (since they're actively searching for ways to fix it). This translates to a smoother, faster sale for you.

But what if they say their boss isn't on their case? Uh oh. That could mean a long, drawn-out sales cycle where you have to convince multiple people. You might have to dilute your message as your contact relays it upwards. Not ideal.

Here's the takeaway: This question cuts through the fluff and reveals the true level of urgency and decision-making power. We'll tackle the final question to truly unearth their deepest pain point next.

Question #5: “What's stopping you from solving this problem today?”

Almost there! We've peeled back the layers, exposing the pain point, their lack of a solution, the deadline looming over them, and even the boss factor. But there's one final question to truly ignite that buying fire: “What's stopping you from solving this problem today?”

This might seem basic, but trust me, it's a game-changer. See, all those previous questions were about the future – deadlines, boss approval, hypothetical solutions.

Now, we're yanking them back to the present moment. What's the actual roadblock preventing them from fixing this issue right now?

This question intensifies their pain. It forces them to confront the immediate consequences of inaction. Maybe they lack resources, are overwhelmed by other priorities, or simply don't know where to start.

This is gold for you. By understanding their roadblock, you can tailor your approach. You can offer solutions that address their specific challenges, turning your product or service into the missing piece of their puzzle.

Imagine this: They say, “Honestly, I'm drowning in tasks and don't have time to implement a new solution.” Perfect! You can showcase how your service is easy to integrate and minimizes their workload.

Remember: This question qualifies your lead. It separates those who are genuinely motivated to solve their problems from those who are just kicking the tires. When you have a buyer who identifies a clear roadblock, you have someone ready to take action.

The post 5 Sales Questions To Uncover The Buyer’s Pain appeared first on Salesman.com.