During your
Rainmaking activities you may hear your client or prospect say
“So tell me how are you different from your competitors”.
It’s a great question for a buyer to ask and if you’re prepared it’s
a great question to answer.
However
it also says your buyer does not actually know how to make their
buying decision. At this point maybe you should ask them “How are
you going to choose?”
Try a question like How are you choosing amongst the vendors?
OR
How will you know, before you begin working with one of us, that
we will deliver to needs?
OR
What would you need to see from us that would assure you that we
would give you the expertise as well as the service level you need?
You might also hear a sucking in of air over your prospects teeth
accompanied by a “I think you are expensive”… We suggest that
this means they haven’t worked out why you are different from the
rest.
In which case you need to try…
What criteria are you focusing on, in order to make sure that you
have all of the information needed to make your most effective
decision? (Maybe suggest some if they’re unsure?) ;-0
OR
How will you know when you have gathered all of the appropriate
data for this decision?
Here are some
other questions that will all test your client’s business case and
their need to purchase something from someone.
What has stopped you from seeking XXXX until now?
What has changed so that it makes it necessary to seek it NOW?
What is stopping you from using internal resources?
What will you gain by going to an outside vendor?
What are your
criteria in terms of Price and Outcome, Increase revenue,
Reduced costs, Employee or customer satisfaction and loyalty,
or
What legal, safety or industry directive will these changes allow
you to meet?
What kind of approach to you particularly like from your vendors?
Are you seeking
to introduce new skills or merely utilise existing skills more
effectively?
How will you handle any prior relationships with your current
suppliers of XXX services?
How do you plan to handle any necessary acquisitions of new skills
or ability?
How will you
know when you are ready for the change that implementation will
bring? What will you need to see, hear or feel?
What needs to
happen prior to implementing this new project such that the teams
involved will work collaboratively and the chances of chaos will be
minimised?
Asking these
questions and listening to your clients answers will soon tell you
if you have a chance at developing any business with them.
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