100个帮助外贸业务员了解潜在客户痛点的探究型问题

01
什么是探究型问题（Probing Question）？

探究型问题的本质是要求对某一特定事项提供更多细节。它们通常是某一个问题的后续问题，如：Could you tell me more about that? 或 Please explain what you mean. 探究型问题是为了澄清一个观点或帮助你了解问题的根源，这样你就知道如何最好地推进销售工作。

一个成功的销售代表或外贸业务员非常重视提出探究型问题的能力。而要充分发展这种技能，首先，你必须知道什么时候该用探究型的问题来深入挖掘，另外，你必须发现和提出关于潜在客户的核心需求的问题。

在这种情况下，简单地问：tell me about your biggest challenges with your current solution，显然是不够的。你必须用后续问题进行探究，让你的潜在客户有信心分享他们面临的真正障碍。

这里有100个探究型问题的清单，你可以向买家提出这些问题，以便深入了解他们的情况并制定潜在的解决方案。

提示：下面这些问题，可以用于面对面的电话或会议中，也可以用于邮件中，你可以根据自己的情况进行修改和调整。

02
销售探测问题

How can we help?
Could you please give me some background on this?
Why are you seeking to do this work/project/engagement?
Why isn’t this particular service/product/situation/issue working for you right now?
Can you tell me more about the present situation/problem?
How long has it been an issue/problem?
How long have you been thinking about this?
How is it impacting your organization/customers/staff?
How much is the issue/problem costing you in time/money/resources/staff/energy?
How much longer can you afford to have the problem go unresolved?
When you went to your existing supplier and shared your frustrations about this problem, what reassurances did they give you that it wouldn’t be repeated?
How did these problems/issues first come about? What were the original causes?
How severe is the problem?
Why do you think the issue/problem has been going on for so long?
When do you need the issue/problem fixed?
What kind of return or payoff will you be looking for if you get a successful resolution of the problem?
How often do you think the problem has come up where you weren’t even aware of it?
Who is ultimately responsible for this?
Tell me more about it.
Can you make an educated guess as to how much it costs you?
Why have you been dealing with this for so long?
Why do you think it is happening?
What’s your role in this situation/issue/problem?
What bothers you the most about this situation/issue/problem?
What are you currently doing to address the problem?
What have you done in the past to address the problem?
Have you used this type of product/service in the past?
Does this affect other parts of the business?
What has prevented you from fixing this in the past?
What kind of timeframe are you working in to fix this?
How long have you been thinking about it?
Who else is aware of it?
What is it costing you?
What is your strategy to fix this problem?
Who supports this action?
Is this problem causing other problems?
What practical options do you have to address this?
What kind of pressure is this causing you and the business?
Does your competition have these problems?
What goals and objectives do you have for this?
What is your biggest challenge with this?
What has made you want to look into this now?
In a perfect world, what would you like to see happen with this?
What are your key objectives with this?
What options are you currently looking at?
What options have you tried?
What do you like about your current supplier?
What kind of timeframe are you working within?
How important is this need (on a scale of 1-10)?
What is the biggest problem that you are facing with this?