---
title: "Trap-Setting Questions: Unlock B2B Sales Success | Force Management"
description: Learn how trap-setting questions in B2B sales uncover customer needs, demonstrate unique value, and outshine competitors via our expert podcast.
---

[The Seller's Command Center by Force Management ](https://www.forcemanagement.com/seller-blog)

# [Trap-Setting Questions: Unlock B2B Sales Success | Force Management](https://www.forcemanagement.com/seller-blog/how-to-ask-trap-setting-questions)

 Written by [Rachel Clapp Miller](https://www.forcemanagement.com/seller-blog/author/rachel-clapp-miller) | May 26, 2015 12:00:00 PM

### There is no value without a customer problem. 

That premise is one of the most basic sales principles. Finding a customer problem is the first step to winning the business. The second step is effectively demonstrating why your solution is a better one than the competition's. 

Trap-Setting Questions help you steer a discovery session toward your differentiators. We call them "trap setting" because they trap your **competition**. They highlight the value that a customer will receive *with your solution* and the components they* won't have* if they choose your competitor. 

At the end of a good round of trap-setting questions, customers should walk away believing that your line of questioning got them thinking about areas of value that they hadn’t yet fully comprehended. Trap-setting questions draw the pivotal link between the value that customers want and the differentiators that your solutions provide.

What's the key to asking great trap-setting questions? [Download our latest podcast.](https://soundcloud.com/force-management-1/how-to-trap-your-competition) 

Do you want more tips from B2B sales pros? [Learn more about Ascender by Force Management](https://my.ascender.co/Ascender/). Content, Curriculum, Community. Become MEDDICC certified.

[View full post](https://www.forcemanagement.com/seller-blog/how-to-ask-trap-setting-questions)

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