09 - Questioning Quiz

What is the purpose of of asking questions?

• To put the customer at ease

• To drive the conversation forward

• To come off as more direct

• Uncover pain points

• Drive urgency

Why should you use open-ended questions?

• Drive the conversation forward

• Shut down the conversation

• Complete the survey approach

• Drill down pain points

Which of these is an example of an open ended question?

• "What is your favorite feature about _____?"

• "What is a good day to follow up with you?"

• "What are your goals?"

• "How is that working for you?"

________ ended questions are efficient ways to get straight to an answer

Place the Discovery Funnel in the correct order.

• Relive the Moment

• Understand Current Vendor

• Seek Our Solution

• Acknowledge Emotions

SPIN Question Stands for...

• Specific, Problem/Pain, Implication, Need-Payoff

• Situation, Problem/Pain, Implication, Need-Payoff

• Situation, Position, Implication, Need-Payoff

• Specific, Position, Implication, Need-Payoff

Select the Open Ended Questions

• "What is the single most important feature to you when making this change?"

• "Can you share with me some of your thoughts on the current state of your business?"

• "Are you in charge of this account?"

• "What are your goals?"

TBD - edit the image This is an image of the _________ funnel

What do Situational Questions help to do?

• Drive urgency around solving a problem

• Discover the current processes

• Uncover the issues with the current state

• Show benefits of solving the problem

What do Problem/Pain Questions help to do?

• Drive urgency around solving a problem

• Discover the current processes

• Uncover the issues with the current state

• Show benefits of solving the problem