Consider
21 questions for this moment of the customer relationship.
“When was the last time this problem actually cost you something, and what did you do about it?”
Best in an interview
From Rob Fitzpatrick · Author of The Mom Test
“What almost stopped you from signing up?”
Best in a survey
From getuserfeedback.com · Editorial
“If our product didn't exist, what would you use instead?”
Best in an interview
From April Dunford · Author of Obviously Awesome
“When you compared the options, what made you choose this one?”
Best in an interview
From April Dunford · Author of Sales Pitch and Obviously Awesome
“What job were you hiring this product to do?”
Best in an interview
From Clayton Christensen · Author of Competing Against Luck
“When did you first start looking for something like this?”
Best in an interview
From Bob Moesta · Author of Demand-Side Sales 101
“What finally pushed you to change how you were doing this?”
Best in an interview
From Bob Moesta · Author of Demand-Side Sales 101; co-developer of the Forces of Progress
“What worried you most about switching to us?”
Best in an interview
From Bob Moesta · Author of Demand-Side Sales 101; co-developer of the Forces of Progress
“Tell me about how you do this today.”
Best in an interview
From Cindy Alvarez · Author of Lean Customer Development
“Where do you normally do this?”
Best in an interview
From Erika Hall · Co-founder of Mule Design; author of Just Enough Research
“Tell me what you'd do here.”
Best in an interview
From Steve Krug · Author of Don't Make Me Think and Rocket Surgery Made Easy
“At what price would this be so expensive that you wouldn't consider buying it?”
Best in a survey
From Peter van Westendorp · Dutch economist; originator of the Price Sensitivity Meter (ESOMAR, 1976)
“What would you expect to pay for something like this?”
Best in a survey
From Madhavan Ramanujam · Partner at Simon-Kucher; author of Monetizing Innovation
“Is this a must-have, a nice-to-have, or something you don't really care about?”
Best in a survey
From Madhavan Ramanujam · Partner at Simon-Kucher; author of Monetizing Innovation
“If this doesn't get solved, what does it lead to?”
Best in a sales call
From Neil Rackham · Author of SPIN Selling; founder of Huthwaite
“If you could fix this, what would that make possible?”
Best in a sales call
From Neil Rackham · Author of SPIN Selling; founder of Huthwaite
“What's the biggest challenge you're facing right now?”
Best in a sales call
From Chris Voss · Former FBI lead hostage negotiator; author of Never Split the Difference; founder of The Black Swan Group
“What if the real bottleneck is upstream of where you're looking?”
Best in a sales call
From Matthew Dixon & Brent Adamson · Authors of The Challenger Sale
“Besides you, who else needs to be on board for this to move forward?”
Best in a sales call
From MEDDIC sales methodology · B2B sales qualification framework originated by the PTC internal training team (incl. Dick Dunkel & Jack Napoli) in the 1990s; documented by MEDDIC Academy
“What almost made you go with someone else?”
Best in a sales call
From Win-loss analysis methodology · Competitive win-loss interview practice; documented by Clozd (Andrew Peterson), a win-loss analysis firm
“How confident would you feel using this without anyone's help?”
Best in a survey
From John Brooke · Usability researcher at Digital Equipment Corporation; creator of the System Usability Scale