In order to sell, it is not enough to ask questions, you have to adapt a stage of the sales process that is very fundamental. 80% of success is in the intelligence and relevance of the questions you ask your customers; not, as we often think, in the quality of your argument.
The first step in the questions we ask is what we call discovery questions. These are not open questions or closed ones. It is necessary to have extremely wide angle questions to understand the issues of the interlocutor or the company in a case of B to B. It is important not to mix issues, objectives and means.
There are three typologies of big questions:
A difficult customer is often a customer who does not correspond to us, who does not have the same type of behavior as ourselves. There are more specific types than others. There is the one who takes you a lot of time, the one who always complicates things, the one who calls himself an expert so he thinks to know much more than you ... There are plenty typologies of customers who are a little complicated. There is what we call a profile at the scope that allows determining the profile of the person comparing to yours. We generally face four typologies: