If, before a sales call, you were to write down all the questions, all the areas to cover as suggested by sales training and books, you would have a very long list. The list would cover every aspect leading you theoretically, logically to a successful conclusion.

It makes sense, but when you actually pick up that phone or meet that person, reality rudely interrupts the theory.There is simply not enough time to cover every base, investigate every pain/problem. Your prospect doesn’t have the time to follow the theory.
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That’s one way to do it…

• How can I as a salesperson best access your intimate knowledge of your situation?
• How can I make you feel important and listened to?
• How can I avoid just pitching you what I think is best for you (and instead pitching the appropriate solution)?
• When I ask you a question, who is controlling the conversation, you or me?
• Who is exerting influence on whose mind?
• Do I need to draw you a picture?

Over the next few months I’ll be listing my favourite sales questions for you to use in your selling. Bookmark/RSS SalesItch now….