Chapter 7. Back to the Future: Vision Questions
AFTER TAKING A CUSTOMER through a series of impact 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, abstract questions concerning your customer’s future might seem strange to you. Most salespeople are much more comfortable asking questions about the present than about the past or future. The positive effects of vision questions, ...
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