Short excerpt from a YouTube video about sales techniques advising sellers to avoid surface-level questions and instead reframe queries to prompt prospects to reveal specific dissatisfactions with incumbent vendors. The speaker recommends asking unexpected, contrastive questions (e.g., why consider switching after five years with a vendor) to stand out and elicit more useful information.
Instead of asking surface level questions like what are you looking for in a solution? Or what are some issues you have with your xyz, I might simply come in and say, so you've already been with, you know, XYZ vendor the last five years. What's I mean, what's caused you to feel like you might want to look at someone else? Oh, don't get me wrong, we like them, but and now they start to tell you what they don't like or what they're maybe wanting to change or looking for. All I did is reframe the question where they're not used to that type of question. You don't want to ask the same questions that every sales person asks because you don't stand out in the prospect's mind. They view you as just another salesperson trying to sell them.
