10 Questions You Should to Know about Catalog

14 Mar.,2024

 

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You just got a call for an interview for a cataloger job—congrats! Now it’s time to get ready.

Catalogers are responsible for organizing and maintaining library or museum collections, so expect the interviewer to ask questions about your knowledge of cataloging techniques and regulations as well as how you handle different tasks.

To make sure you ace the interview and land that dream position, check out these common cataloger interview questions—with advice on how to answer them and example answers.

1. What experience do you have with cataloging and metadata standards such as MARC, Dublin Core, or RDA?

Catalogers are responsible for creating and maintaining accurate records of library or museum materials, so it’s important for them to have a good understanding of cataloging standards. This question lets the interviewer know that you’re familiar with the standards and can apply them to your work.

How to Answer:

If you have experience with any of the cataloging standards, such as MARC, Dublin Core, or RDA, make sure to mention it. Explain how you used these standards in your previous work and how they benefited the organization. If you don’t have experience with the standards, explain that you are familiar with them and how you plan to use them in the role. Show enthusiasm for learning more about the standards and emphasize your interest in keeping up-to-date on new developments in the field.

Example: “I have three years of experience working with MARC, Dublin Core, and RDA standards as a cataloger for the ABC Library. I’m very familiar with these standards and how to use them to create accurate records of library materials. In my previous role, I was able to use MARC to update over 10,000 existing records and ensure that they were up-to-date with current regulations. I stay on top of changes in the field and am always eager to learn more about new developments in cataloging and metadata standards.”

2. Describe your process for creating a controlled vocabulary to ensure consistency in the catalog.

Catalogers are responsible for making sure the information in a catalog is accurate and consistent, which means that they need to be able to create a controlled vocabulary that will ensure the catalog is easy to use and understand. This question is a way for the interviewer to understand how you approach this task and if you have the technical skills necessary to make sure the catalog is organized and accessible.

How to Answer:

Start by explaining the different cataloging and metadata standards that you are familiar with, such as MARC, Dublin Core, or RDA. Explain how you have used each of these in your previous work experience, including specific projects you have worked on and the results you achieved. If you don’t have any direct experience with a particular standard, explain what research you have done to become more knowledgeable about it. Finally, emphasize your ability to learn new systems quickly and apply them effectively.

Example: “I have extensive experience working with cataloging and metadata standards, such as MARC, Dublin Core, and RDA. I have used these to create controlled vocabularies that are both consistent and easy to use. For example, when I was working on a project at XYZ Library, I created a controlled vocabulary using the MARC standard that ensured consistency in the catalog and made it easier for patrons to find what they were looking for. Additionally, I am always eager to learn new systems or refine my existing knowledge of them, which allows me to quickly become proficient in any system I might need to use.”

3. How do you handle discrepancies between different versions of a work when cataloging it?

Catalogers often have to work with multiple versions of a work, and they need to be able to accurately identify the differences between them. This question helps employers understand how well you can identify and document these differences and ensure accuracy in your work. It also gives them an insight into how you handle discrepancies in general.

How to Answer:

Start by explaining your process for identifying discrepancies between different versions of a work. Talk about the methods you use to compare and contrast them, as well as how you document any differences that you find. You can also talk about how you handle situations where there are multiple versions of the same work, such as when dealing with editions or reprints. Finally, discuss how you ensure accuracy in your cataloging and how you keep track of changes over time.

Example: “When cataloging different versions of a work, I always start by comparing them side-by-side. This helps me to identify any discrepancies between the two, such as differences in text or illustrations. Once I’ve identified these differences, I document them carefully and make sure that they are reflected in my cataloging records. When dealing with multiple versions of the same work, I also look for common elements that can help me distinguish between them, such as dates of publication or edition numbers. Finally, I always double-check my entries against other sources to ensure accuracy before submitting my final cataloging record.”

4. Are you familiar with any library classification systems such as Dewey Decimal or Library of Congress Classification?

Catalogers are responsible for organizing and classifying materials in a library or archive. They must be familiar with the different classification systems in order to accurately organize the materials and make them accessible to patrons. This question helps the interviewer gauge your knowledge of the various classification systems.

How to Answer:

Be sure to answer this question with specifics. If you have experience using one of the classification systems, explain which system it is and how you’ve used it in the past. If you don’t have any direct experience, but are familiar with the concepts, explain that as well. Showing a willingness to learn new skills and an understanding of the different systems will demonstrate your knowledge and enthusiasm for the job.

Example: “Yes, I am familiar with both Dewey Decimal and Library of Congress Classification systems. I have used the Dewey Decimal system in my previous job as a cataloger at XYZ library to classify books, periodicals, and other materials for access and retrieval by patrons. I am also familiar with the concepts of Library of Congress Classification and would be willing to learn how to use it if given the opportunity.”

5. Explain how you would go about researching an item that is not well-documented in order to accurately catalog it.

Cataloging requires accuracy and attention to detail. The interviewer wants to know how you would go about researching a item that is not well-documented in order to accurately catalog it. This question will give the interviewer an idea of how you would approach a problem, use resources, and think critically to find a solution.

How to Answer:

Start by talking about the research process you would use. For example, you can mention that you would begin by searching for information on the item online and in catalogs or other reference materials. You could also talk about how you would look for similar items to compare features and characteristics. Additionally, you could discuss any techniques you have used in the past such as reaching out to experts in the field or speaking with colleagues who may have knowledge of the item. Finally, emphasize your ability to be resourceful and think critically to find a solution.

Example: “When researching an item that is not well-documented, I like to start by searching online and in catalogs or other reference materials. I also look for similar items to compare features and characteristics. If needed, I will reach out to experts in the field or speak with colleagues who may have knowledge of the item. My goal is always to be as accurate and detailed as possible when cataloging items, so I take my time to make sure all information is correct before entering it into the system.”

6. What strategies do you use to keep up with changes in cataloging standards and best practices?

Cataloging is a field that’s constantly evolving, with new standards and best practices being developed all the time. It’s important that a potential hire is aware of this and has a plan for staying up to date on the latest changes. This question allows the interviewer to gauge your level of knowledge and your commitment to staying on top of the latest developments in the field.

How to Answer:

To answer this question, be sure to emphasize your commitment to staying up to date on the latest cataloging trends. Talk about any professional development courses you’ve taken or conferences you’ve attended related to cataloging. You can also mention any online resources and publications that you use to stay informed, such as blogs and industry newsletters. Finally, don’t forget to highlight any experience you have with developing new cataloging standards or best practices.

Example: “I’m committed to staying up-to-date on the latest cataloging standards and best practices. I attend relevant conferences, read industry publications, and follow blogs that focus on cataloging. Additionally, I am a member of the American Library Association’s Catalogers’ Learning Workshop, which provides me with access to current trends in the field. I also have experience developing new cataloging standards and best practices at my previous job. For example, I collaborated with other catalogers to develop an improved system for organizing library materials.”

7. Describe your experience working with digital collections and online catalogs.

Catalogers must have an understanding of both digital and physical collections. They must be able to use online cataloging tools, such as OCLC WorldCat, to manage and organize collections, as well as create metadata for online resources. In addition, catalogers must be familiar with online search tools, such as Summon and Summon 2.0, to help patrons find the items they are looking for. The interviewer wants to know if you have the necessary skills to successfully manage and organize digital collections.

How to Answer:

Start by describing your experience with digital collections. Talk about the types of cataloging tools you have used, such as OCLC WorldCat or Summon and Summon 2.0. Explain how you have used these tools to manage and organize digital collections, create metadata, and help patrons find what they are looking for. Additionally, mention any other online search tools you may be familiar with. Finally, explain why you enjoy working with digital collections and how you think it benefits libraries and their patrons.

Example: “I have extensive experience working with digital collections and online catalogs. In my current role as Cataloger at XYZ Library, I use OCLC WorldCat to manage our library’s digital collection and create metadata for resources. I also regularly use Summon and Summon 2.0 to help patrons find the items they are looking for. Additionally, I am familiar with other online search tools, such as EBSCOhost and ProQuest. I enjoy working with digital collections because it allows me to be more efficient in helping patrons find what they need quickly. It also helps libraries save time and money by streamlining processes.”

8. How do you approach cataloging items from diverse cultural backgrounds?

Catalogers need to be detail-oriented and organized, but those aren’t the only skills necessary for the job. Catalogers must also be sensitive to different cultural backgrounds, as their job requires them to organize and store items from a variety of cultures. They need to be able to research and understand the cultural context of the items they’re cataloging and recognize the importance of accurately representing all cultures in the catalog.

How to Answer:

To answer this question, you should explain the research methods and processes you use to ensure accuracy when cataloging items from diverse cultural backgrounds. You might also discuss any experience or training you’ve had related to multiculturalism, as well as how you stay up-to-date on current issues related to diversity and inclusion. Additionally, you can talk about any special projects you’ve worked on that involved cataloging items from different cultures. Be sure to emphasize your respect for all cultures and your commitment to accurately representing them in the catalog.

Example: “I approach cataloging items from diverse cultural backgrounds with the utmost respect and sensitivity. I ensure accuracy by researching the cultural context of the items I’m cataloging and, when possible, consulting with experts in the field. I also make sure to stay up-to-date on current issues related to diversity and inclusion. I’ve had the privilege of working on several special projects that involved cataloging items from different cultures, and it’s been a wonderful learning experience. I’m committed to accurately representing all cultures in the catalog and am always looking for ways to improve my cataloging process.”

9. Do you have experience using automated tools to help streamline the cataloging process?

Automation is a big part of many cataloging jobs today, and employers want to know that you’re familiar with the tools and processes used to help streamline the cataloging process. This question is a great opportunity to show off your knowledge and experience with the latest cataloging systems and software. It’s also a great way to demonstrate that you can think critically and solve problems in a way that will benefit the organization.

How to Answer:

To answer this question, you should provide a brief overview of your experience with automated cataloging tools. If you have any certifications or specialized training in the field, that’s a great place to start. You can also talk about how you use these tools to save time and improve accuracy when creating catalogs. Finally, be sure to mention any software programs you’re familiar with, such as Adobe Creative Suite or Microsoft Excel.

Example: “I have extensive experience with automated cataloging tools and processes. I have specialized training in catalog software, as well as certifications in Adobe Creative Suite and Microsoft Excel. I use these tools to help streamline the cataloging process, saving time and improving accuracy. I also have experience using web-based cataloging tools, such as LibraryThing and WebCat, to create digital catalogs. I believe my skills in this area will be an asset to your organization.”

10. What are the most important considerations when deciding whether to create a new record or modify an existing one?

Catalogers are responsible for organizing and maintaining the records of an organization, so it is essential that they understand how to properly create new records and modify existing ones. This question helps the interviewer determine your knowledge of the processes and best practices for maintaining records.

How to Answer:

The most important considerations when deciding whether to create a new record or modify an existing one are accuracy, consistency, and efficiency. It is important to be accurate in cataloging records so that the information can be used reliably. Consistency across records is also important for ensuring that the data can be easily searched and understood by users. Finally, it is important to consider the efficiency of creating a new record versus modifying an existing one. If there is already a record that contains much of the same information as the new record, it may be more efficient to simply modify the existing record rather than creating a new one from scratch.

Example: “When deciding whether to create a new record or modify an existing one, I always make sure to consider accuracy, consistency, and efficiency. I understand the importance of accuracy when it comes to cataloging records, and I strive to ensure that all of the records I create and modify are accurate and up-to-date. I also know that consistency across records is essential for users to be able to easily search and understand the data. Finally, I consider the efficiency of creating a new record versus modifying an existing one to ensure that I’m using the most efficient process possible.”

11. How do you determine which information should be included in a catalog record?

Cataloging is an important part of library and information science, and potential employers will want to ensure that you have the skills necessary to create accurate and comprehensive records. This question will help them determine if you understand the importance of detail and accuracy in cataloging, as well as the standards used to create catalog records.

How to Answer:

Your answer should demonstrate your understanding of the cataloging standards used in library and information science, as well as your attention to detail. You can start by discussing how you determine which elements are necessary for a record, such as author, title, subject headings, etc., based on the standard being used (e.g. AACR2 or RDA). Then discuss how you use other sources, such as reviews, bibliographies, and online resources, to ensure that all relevant information is included in the record. Finally, talk about how you verify accuracy with various tools, like spell checkers and cross-referencing.

Example: “I understand the importance of accuracy and detail in cataloging, so I make sure to always include all necessary elements in the record. I use cataloging standards, like AACR2 or RDA, to determine which elements are needed for the record, such as author, title, subject headings, etc. I also consult other sources, like reviews, bibliographies, and online resources, to make sure I include all relevant information in the record. Finally, I use various tools, such as spell checkers and cross-referencing, to verify accuracy and completeness before submitting the record.”

12. Describe your experience with developing and implementing policies related to cataloging.

Catalogers are responsible for organizing, classifying, and maintaining information and resources, and they need to have an understanding of the policies and procedures related to this. Interviewers want to get a sense of your experience in developing, implementing, and adhering to policies related to cataloging. They’re also interested in understanding how you use your knowledge of cataloging to improve the organization’s cataloging system and processes.

How to Answer:

Start by talking about any policies you’ve developed or implemented in your current or past roles. Explain the process you went through to develop and implement them, such as researching best practices and consulting with stakeholders. Then discuss how you used these policies to improve cataloging processes, such as increasing accuracy and efficiency. Finally, provide an example of a policy that you successfully implemented and explain what impact it had.

Example: “In my current role as a cataloger, I have developed and implemented a number of policies related to cataloging. When creating these policies, I researched best practices and consulted with stakeholders to ensure that the policies were effective and aligned with the organization’s goals. For example, I implemented a policy that required all catalogers to use standardized language and cataloging conventions when entering data into the system. This resulted in greater accuracy and efficiency in the cataloging process, and it also improved the consistency of the cataloging system as a whole. Additionally, I developed a policy that required catalogers to review the quality of their work on a regular basis, which further improved the accuracy and consistency of the system.”

13. What steps do you take to ensure accuracy and completeness when entering data into the catalog?

Catalogers are responsible for organizing and maintaining large collections of data. This data needs to be precise and accurate, as it is often used to make important decisions. The interviewer wants to make sure that you understand the importance of accuracy and completeness when entering data, and that you have a process in place to ensure that your data is accurate and up-to-date.

How to Answer:

You should be able to describe a process that you use to ensure accuracy and completeness when entering data into the catalog. This process may include double-checking your work, using quality assurance tools such as spell checkers or grammar checkers, and verifying the accuracy of the data with other sources. You should also mention any specific methods you have used in the past to improve accuracy and completeness, such as developing custom scripts or programs to automate certain processes.

Example: “When I enter data into a catalog, I always strive for accuracy and completeness. To ensure accuracy, I double-check my work, use quality assurance tools such as spell checkers and grammar checkers, and verify the accuracy of the data with other sources. I also use custom scripts and programs to automate certain processes, which helps to reduce errors and improve accuracy. I also use a checklist to make sure that all the data has been entered correctly before I submit it for review. Finally, I always review the data with a colleague before submitting it to ensure that it is accurate and complete.”

14. How do you handle requests from patrons who want to access materials that are not yet cataloged?

Cataloging is an important part of a library’s operations and a cataloger has to be able to handle requests from patrons who may not be familiar with the library’s cataloging system. This question allows the interviewer to assess your ability to work with patrons, understand the library’s cataloging system, and find creative solutions to difficult requests. It also allows the interviewer to understand your customer service skills, problem-solving skills, and ability to think outside the box.

How to Answer:

To answer this question, you should explain your process for handling requests from patrons who want to access materials that are not yet cataloged. You might start by explaining how you would assess the request and determine whether or not it is feasible given the library’s cataloging system. Then, you could discuss how you would communicate with the patron to provide them with an update on their request and any potential solutions you have come up with. Finally, you could talk about how you would document the request in the library’s cataloging system so that future patrons can easily find the requested material.

Example: “When I receive requests from patrons who want to access materials that are not yet cataloged, I first assess the request to determine if it is feasible given the library’s cataloging system. If it is, I will then communicate with the patron to provide an update on their request and any potential solutions I have come up with. I also document the request in the library’s cataloging system so that future patrons can easily find the requested material. I have a strong customer service mindset, which helps me to provide excellent service to patrons and find creative solutions to their requests. I also have a good understanding of the library’s cataloging system, which helps me to accurately and efficiently catalog materials.”

15. What techniques do you use to identify duplicate records in the catalog?

Catalogers are responsible for organizing and maintaining collections of data, so it’s important that they have a working knowledge of the different methods they can use to find and remove duplicate records. This question is a good way for the interviewer to get a sense of your experience with this kind of task and the strategies you use to ensure accuracy.

How to Answer:

The best way to answer this question is to provide specific examples of the techniques you use. You can talk about how you compare records side-by-side, look for commonalities between them (such as similar names or dates), and use software tools to automatically identify duplicates. Be sure to mention any additional methods you’ve used in the past—this will show that you have a comprehensive understanding of the process.

Example: “In my previous role as a cataloger, I used a variety of techniques to identify duplicate records. I would manually compare records side-by-side, looking for similarities such as names, dates, or other identifying information. I also used software tools like Record Matching to automatically identify duplicate records. Additionally, I have experience using advanced algorithms to detect patterns in the data that could indicate the presence of a duplicate record. I’m confident that I have the necessary skills and experience to ensure the accuracy of your catalog.”

16. How do you stay informed about emerging trends in cataloging technology?

Cataloging technology is constantly evolving and changing, and it’s important for catalogers to stay informed on the latest trends. Interviewers want to make sure potential hires are aware of new technologies and are able to adapt to the changing landscape of cataloging. They also want to make sure potential hires are up-to-date on the latest cataloging principles and practices.

How to Answer:

To answer this question, you should discuss the various ways that you stay informed on cataloging technology. This could include attending conferences and workshops, reading industry publications and blogs, or networking with other professionals in the field. You can also mention any certifications you have obtained related to cataloging technology, as well as any continuing education courses you have taken. Finally, emphasize your enthusiasm for learning new technologies and staying up-to-date with industry trends.

Example: “I stay informed about emerging trends in cataloging technology by attending conferences and workshops, reading industry publications and blogs, and networking with other professionals in the field. I also hold a Certified Cataloger certification and have completed continuing education courses in cataloging technology. I’m constantly looking for new ways to stay up-to-date with the ever-changing landscape of cataloging technology, and I’m excited to learn more about how I can use the latest tools and techniques to help your organization.”

17. Describe your experience with training staff on cataloging procedures.

Catalogers often need to train staff on cataloging procedures, so the interviewer is looking to see if you have the experience and knowledge to do so. They want to know what kind of experience you have, how you go about training staff, and how successful you have been in training others. This question helps the interviewer assess your ability to teach others and understand the cataloging process.

How to Answer:

To answer this question, you should explain your experience with training staff on cataloging procedures. Talk about the types of trainings you have conducted, any challenges you faced in teaching others, and how successful your trainings have been. If possible, provide examples of when you successfully trained someone and what kind of results it had for the company. Show that you understand the importance of properly training staff and that you have the necessary knowledge and skills to do so.

Example: “I have extensive experience in training staff on cataloging procedures. I have given trainings on cataloging systems and software, as well as on the different types of cataloging formats. I have also trained staff on how to search the catalog for specific items and how to enter new items into the catalog. I have found that breaking down the training into small, manageable steps and providing examples and practice exercises is the most successful way to ensure that staff understand the process. I have had great success in training staff, as evidenced by the fact that I have consistently received positive feedback from my trainees.”

18. What strategies do you use to maintain the integrity of the catalog over time?

Cataloging is a job that requires an eye for detail and an effective organizational system. Maintaining the integrity of the catalog is essential to making sure it’s usable and up to date. Interviewers want to make sure you have the necessary skills to keep the catalog accurate and up to date, as well as the strategies you use to ensure its accuracy.

How to Answer:

Explain the strategies you use to maintain the integrity of the catalog over time. This could include setting up a system for regular reviews and updates, creating an internal process for tracking changes, or using software to automate certain tasks. You should also explain how you ensure accuracy in your work by double-checking entries, verifying data sources, and staying on top of any new products that need to be added. Finally, mention any experience you have with cataloging software and other tools that can help you keep the catalog accurate.

Example: “I have a few strategies I use to maintain the integrity of the catalog over time. I set up a regular review and update system, so that I’m always making sure the catalog is accurate and up to date. I also create an internal process for tracking changes, which helps me keep track of what’s been added or removed from the catalog. Additionally, I use cataloging software to automate certain tasks, like adding new products or verifying data sources. I also double-check my work to ensure accuracy, and I’m familiar with a variety of cataloging tools and software that can help me keep the catalog accurate and efficient.”

19. How do you handle complex cataloging tasks such as serials or multi-volume works?

Cataloging is a complex process that requires an in-depth knowledge of multiple systems and standards. When a cataloger is working with serials or multi-volume works, they have to have the ability to think critically and problem solve in order to accurately and efficiently catalog these items. This question allows the interviewer to assess the candidate’s knowledge of cataloging and their ability to think on their feet.

How to Answer:

In your answer, you should highlight any experience that you have with cataloging serials or multi-volume works. If you don’t have direct experience, talk about how you would approach the task and what steps you would take to ensure accuracy. Additionally, emphasize any problem solving skills that you may have that could be applied to this type of task.

Example: “I have extensive experience cataloging serials and multi-volume works. I am familiar with the standards and systems that are used for cataloging these types of items, and I take a methodical approach to ensure accuracy. I first review the item to determine if any special considerations should be taken into account when cataloging it, such as if it is a rare or limited edition item. Then, I use the appropriate system to catalog the item, making sure to be as detailed and accurate as possible. Finally, I review my work to ensure that I have captured all of the necessary information and that the cataloging is correct.”

20. What challenges have you faced while cataloging and how did you overcome them?

Catalogers are responsible for organizing and maintaining complex information systems, and the job can come with its own unique set of challenges. The interviewer wants to know that you can recognize and anticipate problems and know how to take the initiative to find solutions. They’ll also be looking to see if you’re familiar with any cataloging best practices or procedures that you might be able to apply to the job.

How to Answer:

You’ll want to make sure you have a few specific examples of challenges that you faced and how you overcame them. For example, if you had difficulty finding the right information or resources for cataloging, explain what steps you took to find it, such as researching online or asking colleagues for help. Or, if you had trouble meeting deadlines, talk about how you adjusted your workflow to be more efficient and effective in order to meet those deadlines.

Example: “I faced a few challenges while cataloging in my previous position. For example, when I first started, I had difficulty finding the right information and resources to properly catalog items. To solve this, I did some research online to find the right cataloging best practices and procedures, and I also asked colleagues in other departments for help. I was also faced with the challenge of meeting tight deadlines, but I was able to adjust my workflow to be more efficient and effective in order to meet those deadlines. I believe my experience has prepared me well for the cataloging position at your organization.”

To provide value to modern buyers, we need to ask good sales questions and needs analysis questions.

Why? Because today's buyers are complex. They have diverse wants and needs. They're strapped for time. They're hesitant to share information — yet have endless access to product details online.

Whether you're new to sales and looking for a go-to list of sales qualification questions or a manager looking to test new questions with your team, this list of great sales questions to ask customers will help you identify their core needs.

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Sales Questions to Ask Customers

Here are the most critical questions salespeople should ask their prospects.

  1. "Do we need to include any other decision-makers in our conversation?"
  2. "If timeline or budget were not constraints, what would your ideal solution look like?"
  3. “Why is this a priority for you now?”
  4. “What challenges do you think will come up as you try to purchase the product?”
  5. “Are you currently using another solution? If so, why are you switching?”
  6. “Has your team tried to use a similar product? If so, how did it go?”
  7. “How can I make this process as easy as possible?”
  8. “What’s your approximate budget for this project?”
  9. “What other tools do you use in your day-to-day?”
  10. “What challenges have you experienced in the past year related to [product-related goal]?”

When you're speaking with a prospect for the first or second time, it's crucial you ask the right questions. As a salesperson, your job is to discover their core needs quickly and succinctly. The questions above will uncover needs — while also helping you figure out whether this customer is the right fit for your product.

After you get your customer’s answers, you can customize your sales presentations and pitches to their specific circumstances.

Next, we're going to cover needs analysis questions. All of the following questions are open-ended, meaning that they should get the customer talking beyond a simple “yes” or “no.” You can find more open-ended sales questions here.

Needs Analysis Questions

  1. What is your boss or team hoping to accomplish in the next year?
  2. What do you perceive as your team’s greatest strength? Weakness?
  3. From your perspective, what do you perceive your needs to be? How important are they?
  4. Which resource could you use more of?
  5. What are your buying criteria and success criteria?
  6. What do you like best about your current system? What would you like to see changed?
  7. Would you rather cut costs, save money, or increase productivity?

Needs Analysis Questions About Goals

1. "What are your short-term goals? Long-term goals?"

This open-ended question will give your customer the opportunity to tell you where they want the business to go in the next year. You can begin to figure out how your product will factor into your customer’s goals and position it as a catalyst or accelerator that will help them achieve their objectives.

2. "What is your boss or team hoping to accomplish in the next year?"

Similar to the first one, this question asks about goals, albeit in a different way. By giving them a time frame (one year) and a subject (their boss or team), you can hone in even further on what the business is hoping to achieve.

3. "What are your desired outcomes?"

This question prompts the customer to think not in visions or goals, but in outcomes. Wanting to achieve a far-off or even immediate goal is one thing; having a desired outcome in mind is another.

For instance, if you’re selling HR software to an employment firm, your customer’s goal might be to audit candidates more quickly. Their desired outcome would be to place 30% more candidates at firms that are hiring. You can then describe how your product will help with this outcome.

4. "What deadlines are you currently up against?"

Add more urgency to the conversation by explicitly asking your customer if they’re up against any deadlines. Once you find out if they have a set date where they must achieve or do something, you can highlight your solution as a tool for getting there more quickly.

5. "How do your team’s objectives play into your department's strategy?”

This question might seem extraneous, given that we’ve already covered two questions about objectives and goals. But knowing the role of their team in the department’s larger strategy can hint at the needs of the entire department.

For instance, if you’re selling an SEO software solution, you might want to listen for the team’s role in increasing traffic, meaning that the business is intending to grow its organic acquisition. If your software also offers acquisition tools, you can pitch those as well.

Needs Analysis Questions About Weaknesses

6. "What do you perceive as your team’s greatest strength? Weakness?"

You don’t want to ask what their greatest weakness is first, so start by asking about their greatest strength. After, go after their weaknesses. Knowing their weakness will help you understand what the team could be doing better and how your product fits into potential improvement plans.

7. "Which trade associations do you belong to?"

This question will come in handy if you’re selling marketing software, sales software, or PR services. By asking which trade associations they’ve already joined, you can begin to figure out what your customer is doing to network and get their word out about their business.

If they haven’t joined a trade association, that’s a potential weakness — because that will impede their ability to find more customers using your software.

8. "If you could change one thing about your organization, what would it be?"

This is a great question to keep the conversation flowing, while learning more about the challenges and pitfalls of the organization at large. Even if the answer is unrelated to the product, you can begin to understand some of the organizational challenges and pitfalls your customer deals with.

9. “From your perspective, what do you perceive your needs to be? How important are they?"

A better alternative to “What are your needs?”, this question will specifically ask for your customer’s perception of their needs, not necessarily their actual needs. After asking a series of needs analysis questions, you’ll likely have a better understanding of your customer’s needs than they do. But it’s important to understand what they perceive their needs to be.

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101 Questions to Ask Contacts When Qualifying, Closing, Negotiating, and Upselling.

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10. "Do you struggle with [common pain point]?"

This is a classic question to uncover your customer’s challenges. It works because it puts a name to the pain point. Your customer might not even know what their pain point is until you mention it outright. Sometimes, they might be used to dealing with the challenge and not even bring it up. By posing this question, you force them to reckon with it.

11. "Which resource could you use more of?"

Ask this question to not only understand what resources you could offer right then and there, but to see the types of resources your team could create to convert more prospects. You can send this information straight to your marketing department so you can begin to nurture leads with this new resource.

Your customer might also respond in general terms: They might need a bigger budget or a bigger team. Use this information to further qualify them or figure out if you could create a better package for them.

Needs Analysis Questions About Buying Processes

12. "How does your company evaluate the potential of new products or services?"

If you want to sell the product, you need to know how your customer evaluates a product prior to purchasing it. The main benefit of this question is that it’s broad enough that the customer can talk about anything — they’re not being forced to give a certain answer.

13. "Who has your business now? Why did you choose that vendor?"

Your customer might be using another solution — an extremely important piece of information to know. If you find out why, you can also figure out what has won their business in the past and use that to your advantage (or even point out ways that you’re better than your competitor). A good question to follow up with would be, “Why are you switching?”

14. "What are your buying criteria and success criteria?"

This question prompts your customer to describe, in general terms, the key factors for choosing a product. But don’t forget the second part about success criteria. For them, is a success criterion met when they gain more customers? Streamline operations?

15. "Where would you put the emphasis regarding price, quality, and service?"

Use this question to choose whether to upsell your customer or create a discounted package. It can also help you further qualify them if you sell an enterprise product that has a high contract value or if your service team is still growing and developing.

16. "What level of service are you looking for?"

Will they need extensive onboarding? Or do they want a solution that they can simply plug in and start using straightaway? Knowing the level of service and attention they expect will help you gauge their needs once onboarding has started.

17. "What do you like best about your present supplier? What don't you like?"

This question should only be asked after you’ve found out that they’re currently using another solution. By finding out what they like and don’t like, you can begin to understand where your product makes up for their current solution’s pitfalls.

18. "What do you look for in the companies you do business with?"

It’s important to understand what your customer is looking for in more general terms. Is it a long-standing relationship? Or speedy service interactions? Or a dedicated contact whom they can reach out to?

19. "What might cause you to change suppliers?"

Customer churn is a real and unpleasant reality for B2B businesses. You want to find out, from the get-go, what could cause your customer to churn. If they don’t have an answer, try asking, “What caused you to leave a supplier in the past?” Try to go for an anecdotal response.

20. "What do you like best about your current system? What would you like to see changed?"

This question speaks not to the company they’re doing business with, but with the product that that company sells. It’s a valuable question because you get to find out what’s going well and what’s going wrong on a product level.

21. "How do you typically reach purchasing decisions?”

Is it by attending a team-wide meeting, and everyone votes on whether to adopt a solution or not? Does it depend on the contract value of the product? If you’re selling a cheaper product, your customer might have a much more speedy process. But if your product is pricier, they might have a different process.

22. "Would you rather cut costs, save money, or increase productivity?"

This is another way to uncover where your customer’s priorities lie. The fun part is that it offers choices in a “Would you rather” format, making it easier to ask and leading to a more conversational or casual answer.

23. “Which product features would lead to a purchasing decision?”

Some product features might not be necessary to your customers, while others might be critical. Whatever your customer mentions here, use that to highlight that exact feature in your product.

24. “If you’ve considered a similar product in the past but didn’t purchase it, why?”

Has your customer come close to making a similar purchase, but pulled back at the last second? This question will give you insight into potential objections you could face as you near a closed deal.

25. “On average, how long does it take for your team to purchase a product?”

Take advantage of this question to find out how long you could potentially be in conversation with this customer.

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Free Guide: 101 Sales Qualification Questions

101 Questions to Ask Contacts When Qualifying, Closing, Negotiating, and Upselling.

  • Budget Questions
  • Business Impact Questions
  • Competitor Questions
  • And More!

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Questions to Ask Customers About Your Product

When you're checking in with current clients with the hope of either upselling, cross-selling, or renewing, it's imperative you ask the right questions.

If you fail to ask tough questions about the good and bad of your product/service, you risk missing warning signs they're unhappy and would consider churning to a competitor.

Don't leave the door open. Close it with these questions:

  1. "On a scale of one to 10, how happy are you with our product?"
  2. "Why did you give us that score?"
  3. "Can you explain the weaknesses or challenges you've found in our product/service so far?"
  4. "What do you love about our product/service?"
  5. "How likely are you to recommend our product/service to a friend or colleague?"
  6. "How has adoption and internal use gone in your team?"
  7. "Do you feel you've received outstanding customer service?"
  8. "Are you ready to renew today?" (Only if the first seven questions have had positive answers)
  9. "What can we do to earn your business for another year?"
  10. "Would you be interested in our new add-on Feature X?"

Questions to Ask Customers to Close the Deal

As you near the end of your conversation with a customer, you want to find out, in no uncertain terms, how you can get their business. Use your customer’s background as a guidepost for how you’ll word this question.

If you get the sense your customer doesn’t like being pushed or is on the fence, try to close in a more circumventive way. Here are some options:

  1. "What will it take for us to do business?"
  2. "How soon can we begin?"
  3. "What is my best shot for winning your account?"
  4. (If they’re a returning customer) "What did we do in the last sale that impressed you most?"
  5. "What’s the best time to touch base before you present the product to stakeholders?”

Ask Better Questions to Analyze Your Customer’s Needs

Great sales questions enable you to tailor your messaging to your prospects' goals and show them your solution is the best choice. By asking the right questions, you can further qualify your prospects, close more deals, and increase recurring revenue at your company.

Editor's note: This post was originally published in May 2014 and has been updated for comprehensiveness.

 

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