See how many of the following questions you can adapt to your own sales efforts.
Situation : Despite making a good sales presentation, the customer remains uninvolved.
Your Question: “Based on the data, it looks like you can save $90,000 a year with this solution.
What needs to be done before you are completely comfortable with this?”
Situation: The client agrees that there are still a number of items that need to be cleared up before he can make a commitment.
Your Question: “Before we get into this in any depth, can I get your agreement on the data results?
Will you look at the facts and decide for yourself if they make sense?”
Situation : The customer says he is considering one of your competitors.
Your Question: “Yes, that is a good company. But we are different.
Would you like to know why?”
Now, before you move on to pricing, you must have a commitment from your client that there is nothing other than affordability that would prevent them from saying YES. Never omit this step.
I realize that this is the scariest thing to say to a client because you are often unsure...
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