What is the main purpose of trap-setting questions?

The main purpose of trap-setting questions is to strategically capture insights about the competition. These questions are designed to guide the conversation in a way that reveals potential weaknesses, strategies, or market positions of competitors. By understanding what competitors are doing, sales representatives can adapt their own approaches and highlight their product's unique value propositions more effectively.

The strategy involves asking questions that are likely to lead the prospect to disclose their experiences or opinions regarding competing products or services. By gathering this information, a representative can position their offerings in a more compelling manner, demonstrating why their solution might be the better choice for the prospect.

In the context of sales, it’s crucial to understand the market landscape, including what competitors are providing, and trap-setting questions are a subtle yet effective tool to unearth that information.