Questions That Sell

Chapter 1. Boring or Engaging: How Do Your Questions Measure Up?

YOU PROBABLY ALREADY HAVE a number of questions you ask your clients during a sales call. Typical questions include:

• What do you know about our company?

• How can we help you?

• Whom are you currently using?

• How long have you been with your current vendor?

• What do you like about your current vendor?

• What do you dislike about your current vendor?

• What’s your average volume?

• What are your goals?

• What are you paying now?

• What if I could give you the same/better/similar solution for a cheaper price? Would you be interested?

• Do you have a budget?

• When are you looking to make a change?

• Are you the decision maker?

• Can I put together a proposal for you?

You may feel good about a meeting during which you’ve ...