To help your leads realize how TVC Pro-Driver can benefit their lives, you need to make sure they feel heard. Ask the right questions, and you’ll show your prospect you care about their needs without coming off as pushy or callous.
It’s OK to ask a few “yes” or “no” questions to establish baselines, but be sure to follow up with open-ended questions. This allows the person to share ideas and details which will help you land the sale.
Here are a few ideas to help you get started:
What is your typical day like?
Asking about your prospect’s typical day will help you understand which specific TVC Pro-Driver benefits are relevant to them. For example, if the driver mentions he calls his wife every day at lunch, you could make a connection by explaining spouses enjoy personal vehicle roadside assistance with a TVC Pro-Driver membership.
Is budget a concern when considering joining TVC Pro-Driver?
Prospects may be hesitant to go beyond surface-level discussions because of concerns about money. It’s important to quickly establish budgetary parameters so you don’t waste your efforts selling a plan the lead isn’t likely to buy. Once you’ve zeroed in on an appropriate plan, focus on the ways it will end up saving the driver money and time, like how Platinum Members save an average of $960 monthly at the fuel pump.
What are the main problems you encounter as a professional driver?
Understand what the driver struggles with so you’ll know how to help. But once they share their main problems, don’t immediately go into a sales pitch. Rather than offering a solution before understanding specifics, ask follow-up questions to learn more. For example, if the prospect says, “It’s hard to find reliable dispatch services,” respond with, “Is it more difficult in some states than others?” The more you learn, the better you can show the tangible benefits of TVC Pro-Driver.
When you’re on the road, what do you spend the most money on?
There’s a good chance your prospect will say food and fuel are their main expenses. Be ready to explain how other drivers find great value in the Fuel Card and Shop Discount program and how benefits like restaurant and commercial tire discounts follow them wherever they go. If the driver provides a different answer, use your knowledge of TVC Pro-Driver plans to explain a cost-saving feature that will resonate.
How are you evaluating different options?
You should be aware of how TVC stacks up against the competition and know what other organizations your lead might be talking to. By asking the driver how they’re evaluating other options, you can narrow your attention. This will let you focus your pitch on what makes TVC Pro-Driver stand out and how it’s the better choice.
What questions do you have that we haven’t discussed?
This is the perfect way to end the conversation, because prospects may not have had a chance to ask questions. Ending like this also shows you’re putting the driver’s needs at the forefront and don’t want to leave them with any lingering thoughts.
It’s easy to get caught up in conversation or get stuck relaying nitty-gritty details about TVC Pro-Driver plans. Consider open-ended questions a way to uncover specifics, helping you provide a better experience and close the sale.