Questions That Sell

Appendix C. Seeing the Plan in Action

I HAVE GIVEN YOU a lot of information, and it might be difficult to imagine what a sales call looks like when it incorporates all of the tools presented in this book. Unfortunately, I cannot be there with you to demonstrate my techniques, so I have chosen to do the next best thing. On the following pages you will find a complete scenario of a sales call, from beginning to end and using all of the different types of questions I have introduced. I have chosen to use an example in the medical field because many of my customers tell me that this field grows by leaps and bounds each year, but it is often difficult for a salesperson to get that first foot in the door. If you do not do business in this area, do ...