LESSON 18The Questionnaire
As I’ve said before, the formula is simple: ask questions rather than talking and boring the customer to death about how great you and your company are. This way, you are finding out what the customer wants rather than telling her what you want to sell. The real pros always have the questions to ask in front of them, so they stay on track and know what to ask through the course of the sales meeting.
The following Simple Sales Questionnaire is conceptual in nature. It’s a template that you can copy, play around with, add to, delete from, or change to fit your style and personality.
Client Name:
Customer Profile Date:
Company:
Phone:
Fax:
E-mail:
Address:
Contact/Title:
Operations
How long have ...
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