There are different methods for studying pain. The choice of a technique for identifying customer needs will depend on the characteristics of the target audience , service, product, or commodity. Most often, these methods are combined to identify pain: asking questions, studying positive and negative reviews, conducting surveys and research, creating a map, and studying analytics in CRM.
SPIN
The SPIN method is an approach that will help to identify the main needs in the sales process. When identifying , sellers should ask the buyer several physician database types of questions. They allow you to study the client’s pain points in more depth, and sometimes even formulate needs. For a detailed analysis of , questions are in turn: from situational to guiding.
Situational questions
They are used to collect data about the client’s current what is email marketing automation? situation. In any case, they help the seller understand the context, collect facts about the person. Let’s say a company is developing a service for business, here are examples of questions that managers can ask:
- What services and programs do you use now?
- What are the problems in organizing the team’s activities?
- What are your brand’s key goals for the next year?
- What factors influence the choice of service?
Problem questions
These are to identify specific difficulties that customers contact lists are having. At this stage of identifying customer, questions help to highlight what difficulties are occurring, which of them have the greatest impact on the consumer’s life or business.
Let’s return to the example of a company that develops a service for business. The problematic questions to ask are something like this:
- What challenges does your team face when working with current services?
- How often do failures occur, what causes them?
- Is your business losing time or money due to disruptions to your current services?
- How does the team cope with the implementation of new services, do you provide training?
These questions encourage clients to think about what problems they currently have .
Extractive questions
They help to understand what results the difficulties that have arisen lead to. This allows you to identify potential threats associated with unresolved problems. These are the questions that help to shape needs.