What is the purpose of Trap-setting questions?

Trap-setting questions are specifically designed to elicit responses that may reveal inconsistencies or shortcomings in a competitor's offerings. These questions can strategically highlight the strengths of your own product while putting competitors in a defensive position regarding their capabilities. The essence of these questions lies in their ability to "trap" competitors into revealing information that can put them at a disadvantage in discussions or negotiations.

The effectiveness of trap-setting questions stems from their capacity to not only assess the market landscape but also to influence customer perception by steering the conversation in a direction that emphasizes what makes your product superior. This technique is valuable in competitive sales situations where understanding the competition's weaknesses can translate into a significant advantage for your own solutions.