CHAPTER
7
Vision Questions:
Understanding Your Buyer’s Hopes, Dreams, and Desires
AFTER TAKING A customer through a series of impact and lock-on questions, you will have someone in front of you who will want desperately to make a change. Vision questions enable you to show the customer a bright future, to present him with a picture of what could be if he did business with you. Whereas impact questions were all about emphasizing the negative effects of a customer’s current situation, vision questions focus on the positive results that can be achieved.
At first, asking abstract questions concerning your customer’s future might seem strange to you. ...
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