Coaching Questions

The following coaching questions are designed to help Partners uncover customer pain points, identify business needs, and provide clarity in decision-making. These questions help Partners:

• Identify the customer's gap or problem and the root cause of it.
• Assess the customer's awareness and urgency of the problem and their readiness to buy.
• Influence the customer's buying criteria by providing relevant and compelling insights.
• Anticipate and address the customer's objections or concerns.
• Create constructive tension by challenging the customer's status quo and showing the solution's value.
• Adapt and pivot the conversation based on the customer's feedback and reaction.

By directing internal sales conversations via this method, Partners may facilitate a more engaging, consultative, and value-based sales discussion with their B2B customers.