- ¿Cómo descubres las necesidades y objetivos de tus clientes potenciales? Realizando una labor de investigacion en redes sociales corporativas o pagina web, con esta informacion ya procedo a generar un vinculo realizando preguntas para identificar y/o confirmar mas a fondo sobre sus objetivos o desafios y partiendo de alli, puedo iniciar mi etapa de exploracion
- ¿Has tenido alguna vez una conversación en la que hayas hecho un trabajo especialmente bueno para hacer que tu prospecto empiece a hablar? Es correcto, yo por lo general, rompo el hielo con preguntas tipo: “¿Que tal van las ventas?” y depende de la respuesta, ya personalizo el resto de la conversacion de introduccion.
Tratar de aondar lo máximo posible en las necesidades del prospecto, manteniendo un vinculo y una conversación activa
¿Cómo descubres las necesidades y objetivos de tus clientes potenciales? Primero que nada el escuchar activamente los desafios a los que se han enfrentado, eso permite obtener mas informacion de lo que ellos buscan, investigar por todos los medios las particularidades que desean obtener, me permitira saber cuales son los objetivos a los que desean llegar y tener propuestas mucho mas definidas para ofrecerles. ¿Has tenido alguna vez una conversación en la que hayas hecho un trabajo especialmente bueno para hacer que tu prospecto empiece a hablar? el escuchar y mostrar interes en lo que hacen, siempre es buena partida para iniciar una conversacion abierta, especialmente identificando a lo que se han enfrentado para saber de que forma realmente puedo ayudarlos a lograr sus objetivos.
In most sales mentoring sessions, you’re told that selling is all about asking questions — talking doesn’t equal selling. It’s crucial to have a structured script with key questions tailored to the business or the buyer’s needs. As mentioned here, it’s also important to do your homework and research the clients you’ll be dealing with.
I discover the needs and goals of my prospects by inquiring about their needs and focusing on the economic well-being of the client and/or company, through questions that are spontaneous and informal in nature. My experience in this regard has been limited, but I am learning more every day.
Yes, but not with the structures I just learned, rather through trial and error. Now I feel more confident.
Leads are those who make inquiries because they are already interested and request information. They have already visited the website, respond to messages, share a stated problem, request prices, and ask for samples.
I investigate your needs, your problems, and how to solve them, showing kindness at every stage.
- The approach that works best for me is already almost an established process of my own in the sales process:
Active listening
Validation questions (open or closed)
Comparative proposals or Problem-solution confirmation
For me, it would be: listen carefully to the customer, then repeat what they have said to identify their pain point. Having done that, I would go on to show options for how my product can help alleviate that pain.
It begins with validation questions and proposals simultaneously, interacting to identify their needs.
Generally, listen and identify what they want, their disposition, and the timeframe in which they wish to have their need met. Naturally, this involves thinking about how to tailor your response to these points. Sincerity and empathy will help you gain their attention and encourage them to open up. Evidently, having a thorough understanding of what you offer is essential; initially, this will be of great assistance.
The client’s needs and interests are being investigated in order to reach a conclusion.
When you realize that a client is not passive and is willing to take action, use your understanding of their goals, challenges, limitations, fears, plans, and timelines to determine where they stand and what problems they want to solve. Show empathy, become their advisor, and build relationships.
The technique changes significantly depending on whether the approach is hot or cold. In a hot scenario, I have an advantage; in a cold one, I must start from scratch. Let me explain: in a hot scenario, I benefit from the fact that the client already has a need. This allows me to listen to them and guide them toward their goals more easily, because their desire to achieve that goal is so strong that they see me as their safest path on the matter. In a cold scenario, it is more difficult because I need to enter, document, inform, and create the need. In this case, they have not even the slightest awareness that what I will offer could become a challenge that turns into a priority goal for them. Both cases are part of my daily routine as a service sales representative.
Second point: in many cases, as a service sales representative in my niche, there is a lot of lack of knowledge on the part of my prospects. This allows me to use questions to discover their challenge or guide them so that the prospect independently identifies their goal and progresses in the acquisition of the service. However, I also need values such as honesty, empathy, and commitment.
Exploring their interests, needs, goals, and scope
I try to show genuine willingness to help, not just close a sale. When a prospect feels that, they’re much more open to sharing their real goals and the challenges holding them back.
Once I understand that, I check whether my product or service can realistically guide them toward that goal. If they have multiple challenges, I identify which one is the most critical for them right now, and focus on solving that first.
To me, qualifying a potential client feels more like a first date where we both assess whether there’s chemistry, rather than a police interrogation. Instead of ticking boxes on a rigid checklist, I look for three very human things in our early conversations:
- The real pain: Do they have a problem they genuinely need to solve, or are they just ‘window shopping’ to see what’s out there?
- The willingness (not just the money): Do they have the budget, yes, but more importantly, the time and mental energy to commit to implementing a solution?
- The rapport: Is this a client it’s a pleasure to work with, or do you notice from day one that it’s going to be a toxic and draining relationship?
If I see a green light on all three, we move forward. If not, I prefer to be honest from the start and even refer them to someone else if I see that I’m not the ideal fit.