在不同销售场景中提出的高质量销售问题——调查需求和愿望（100个问题）

每一次销售的核心是彻底地了解事实。

你要挖掘出潜在客户的需求和愿望，这样才能以一种对他们有利的方式来介绍你的产品和解决方案。而做到这一点的唯一方法就是提出高质量的问题，这样你才能真正了解他们目前的情况是什么，他们的要求是什么，以及他们想要达到什么目的。

潜在客户希望知道销售人员清楚地解他们的情况，如果你的竞争对手只问了一些非常皮毛的问题，而你使用了下面这些高质量门问题，那么你就会比你的竞争对手获得很大的优势。

请记住，你的潜在客户想要的是一个好的倾听，而不是一个好的谈话。他们不想听你滔滔不绝地说为什么你的产品和服务是最好的。

你需要在更深层次上的钻研他们所面临的问题的根本原因，并展示你在该领域的专业知识。

How can we help?
我们能提供什么帮助？
Could you please give me some background on this?
请你给我一些背景资料好吗？
Why are you seeking to do this work/project?
你为什么想做这个事情/项目？
Why isn’t this particular technology/service/product/situation/issue working for you right now?
为什么现在这个特定的技术/服务/产品/情况/问题对你不适用？
Can you tell me more about the present situation/problem?
你能告诉我更多关于目前的情况/问题吗？
How long has it been an issue/problem?
那个问题/难题存在多长时间了？
How long have you been thinking about this?
你思考这个问题有多久了？
How is it impacting your organization/customers/staff?
它对你的公司/客户/员工有什么影响？
How much is the issue/problem costing you in time/money/resources/staff/energy?
在时间/金钱/资源/员工/精力上，这个问题/难题给你带来了多大的损失？
How much longer can you afford to have the problem go unresolved?
你还能忍受这个问题得不到解决的时间有多长？
When you went to your existing suppliers and shared your frustrations about this problem, what reassurances did they give you that it wouldn’t be repeated?
当你去找你现有的供应商聊问题给你的挫败感时，他们给了你什么保证让这个事情不会再发生？
How did these problems/issues first come about? What were the original causes?
这些问题/事项最初是如何产生的？最初的原因是什么？
How severe is the problem?
问题有多严重？
Why do you think the issue/problem has been going on for so long?
为什么你认为这个问题/问题已经持续了这么久？
When do you need the issue/problem fixed by?
你需要在什么时候解决这个问题/难题？
What kind of return or payoff will you be looking for if you get a successful resolution of the problem?
如果问题得到成功解决，你将寻求什么样的回报或付出？
How often do you think the problem has come up where you weren’t even aware of it?
你没有意识到的情况下，你认为问题出现的频率有多高？
Who is ultimately responsible for this?
谁是最终的负责人？
Tell me more about it.
麻烦再多说说。
Can you make an educated guess as to how much it costs you?
你能不能合理地猜测一下，它给你带来了多少损失？
Why have you been dealing with this for so long?
你为什么处理这件事花了这么久的时间？
Why do you think it is happening?
你觉得为什么会发生这种情况？
What’s your role in this situation/issue/problem?
你在这种情况/问题/麻烦中的角色是什么？
What bothers you the most about this situation/issue/problem?
对于这种情况/问题/麻烦，你最烦恼的是什么？
What are you currently doing to address the problem?
你目前正在做哪些事情来解决这个问题？
What have you done in the past to address the problem?
你过去为解决这个问题做了些什么？
Have you used this type of product/service in the past?
你过去是否使用过这类产品/服务？
Does this affect other parts of the business?
这是否会影响到企业的其他部分？
What has prevented you from fixing this in the past?
是什么阻碍了你在过去解决这个问题？
What kind of timeframe are you working in to fix this?
你希望在什么样的时间期限内解决这个问题？
How long have you been thinking about it?
你考虑这个问题有多久了？
Who else is aware of it?
还有谁知道这件事？
What is it costing you?
它给你带来了什么损失？
What is your strategy to fix this problem?
你解决这个问题的策略是什么？
Who supports this action?
谁会支持这个行动？
Is this problem causing other problems?
这个问题是否会引起其他问题？
What practical options do you have to address this?
你有什么切实可行的方案来解决这个问题？
What kind of pressure is this causing you and the business?
这给你和企业带来了什么样的压力？
Does your competition have these problems?
你的竞争对手是否存在这些问题？
What goals and objectives do you have in general for this?
你大体的目标和目的是什么？
What is your biggest challenge with this?
你对此最大的挑战是什么？
What has made you want to look into this now?
是什么让你想现在来研究这个问题？
In a perfect world, what would you like to see happen with this?
如果是最好的情况，你希望看到这个事情发生什么？
What are your key objectives with this?
你在这方面的主要目标是什么？
What options are you currently looking at?
你目前正在研究的方案是什么？
What options have you tried?
你已经尝试过哪些方案？
What do you like about your current supplier?
你喜欢你现有供应商的什么？
What kind of time frame are you working within?
你在什么样的时间周期内工作？
How important is this need (on a scale of 1-10)?
这个需求有多重要（以1-10为标准）？
What is the biggest problem that you are facing with this?
你在这方面遇到的最大问题是什么？
What other problems are you experiencing?
你还遇到了什么问题？
What are you using/doing now?
你现在正在使用/做什么？
If you could have things the way you wanted, what would it look like?
如果你可以按你的意愿来处理，那会是什么样子的？
Do you have any preference with regards to the solution?
你对解决方案有什么偏好吗？
Is there anything I have overlooked?
有什么我忽略的地方吗？
Have I covered everything off?
我是否已经把所有的事情都想到了？
What alternatives have you considered?
你有考虑过什么替代方案吗？
Have you got any questions you’d like to ask me?
你有什么问题想问我吗？
What is important to you in finding a solution to this?
在寻找解决方案时，什么对你很重要？
What are your top 3 requirements that this solution just has to have?
你对这个解决方案的三大要求是什么？
How soon would you like to move with this?
你想在多快的时间内进行这项工作？
What 3 key outcomes do you want from this?
你希望从这个方案中获得哪3个关键结果？
How does this look/sound/feel to you?
你觉得这个看起来/听起来/感觉如何？
Can you please tell me about that?
能否请你告诉我？
Can you give me an example?
你能给我举个例子吗？
Can you be more specific?
你能说得更具体一些吗？
What other factors have we not discussed that are important to you?
我们还有哪些对你来说很重要因素没有讨论过？
Are there any other areas I haven’t asked you about that are important to you?
还有没有其他我没有提及，但对你很重要的方面？
What sense of urgency do you have here?
你在这里有什么紧迫感？
What else should I know?
还有什么需要我知道的？
If you could design the perfect solution, what would it look like, how much would you spend and how long would it go for?
如果你能设计一个完美的解决方案，它会是什么样的，你会花多少钱，花多长时间？
What are the long-term effects of the problem?
问题的长期影响是什么？
What are the intangible effects of the problem?
问题的无形影响是什么？
Do you know what other areas the problem is costing you money?
你知道这个问题还在哪些方面让你花钱吗？
Can you put an amount on the problem in terms of cost: Weekly, monthly, annually?
你能不能给这个问题的带来的花费定一个数额，比如：每周、每月、每年？
Can you see how much money you/your organization loses every day by not solving this issue?
你能看出不解决这个问题，你/你的公司每天会损失多少钱吗？
Does the issue cause problems with employee moral?
这个问题是否会造成员工道德方面的问题？
Does the issue cause problems that negatively affect the motivation of your staff?
这个问题是否会造成对员工积极性产生负面影响的问题？
Can this problem affect productivity?
这个问题会影响生产力吗？
Who/how does the problem ultimately affect your current customers?
这个问题最终会影响到谁/如何影响到你的现有客户？
How does the problem ultimately affect your prospective customers?
这个问题最终如何影响你的潜在客户？
How does the problem ultimately affect your sales teams?
这个问题最终如何影响你的销售团队？
How does the problem ultimately affect your other employees?
这个问题最终如何影响你的其他员工？
How does the problem ultimately affect your sales process?
这个问题最终如何影响你的销售过程？
How does the problem ultimately affect your pricing/selling costs?
这个问题最终如何影响你的定价/销售成本？
How does the problem ultimately affect your reputation/goodwill/brand?
这个问题最终如何影响你的声誉/商誉/品牌？
Can you see how this problem/issue can give your competition a competitive advantage?
你能看出这个问题/问题如何给你的竞争对手带来竞争优势吗？
If you were in your competitors’ shoes, how would you take advantage of this?
如果你是你的竞争对手，你会如何利用这个问题？
If you were your competition, what would you do right now?
如果你是你的竞争对手，你现在会怎么做？
Do you know what your competition is thinking /planning about this?
你知道你的竞争对手在想什么/计划什么吗？
Do they suffer the same problem?
他们是否也有同样的问题？
Do your competitors also have this problem or is it unique to your organization?
你的竞争对手是否也有这个问题，还是你的组织独有的问题？
Is this an industry-wide problem?
这是一个全行业的问题吗？
Is it regional/geographical/demographical?
它是地区性/地域性/人口性的问题吗？
How much does this problem cost you in man-hours/time?
这个问题让你花费了多少工时/时间？
How much more productive could your people be if the problem did not exist?
如果这个问题不存在，你的员工能提高多少工作效率？
So what type of a number would you put on this?
那么你会给这个问题定一个什么样的数字呢？
Looking at this from a point of lost sales, how much is just ONE sales worth to the company?
从销售损失的角度来看，仅仅一个销售/订单对公司来说价值多少？
Who did you work with last time and why?
你上次和谁合作，为什么？
Thanks for all of the information that you’ve given me, it’s been really useful. Have I asked you about every detail that’s important to you?
谢谢你给我的信息，真的很有用。我有没有覆盖全了每一个重要的细节？（这是最后的问题，它可以让潜在客户涵盖任何你可能没有问到但对他们很重要的问题）。