More Situational Aware Questions Flashcards
(11 cards)
What type of language should be used in Solution Awareness questions?
Condition (Neutral) Language
This helps in maintaining a non-biased conversation.
What should be removed from the questions according to the Solution Awareness guidelines?
Salesperson references, Company and Product Name
This makes the questions more objective and focused on the prospect.
How many solution questions should be asked on average during a conversation?
2-3 questions
The number may vary based on the responses from the prospect.
What is the purpose of asking questions like ‘What would you do to change your situation if you could?’?
To involve the prospect’s ideas and allow them to own their problems emotionally.
Fill in the blank: ‘Ok before you found us, were you out there looking for _______ or what were you doing about XYZ to change your situation?’
[XYZ]
What is an example of a question that could be asked in medical device sales?
So before today were you out there looking for implants that could reduce your operative times?
This question focuses on the prospect’s prior actions regarding their situation.
What should be clarified after asking a solution awareness question?
The prospect’s ideas and emotions regarding their problems.
What type of questions are recommended to ask after the P/A & Clarifying?
Solution questions
These questions help in understanding the prospect’s motivations and actions.
True or False: Solution Awareness questions should include personal pronouns like ‘I’ or ‘me’.
False
What is the goal of asking, ‘Have you looked for anything that would give you what you’re looking for?’?
To understand the prospect’s efforts to find a solution.
What is the benefit of asking, ‘So besides saving money on your electrical, how do you see Solar benefiting you the most?’?
It helps to identify additional benefits the prospect values.
