If you have ever had an opportunity stall for X months when your prospect tells you of some new board/procedure/process, you’ll know that having a good knowledge of their buying process is vital in helping you plan actions, forecast close and provide the appropriate support to your sponsor. Here are a few ways to ask your prospect about their processes.

• What happens from here? How do you go about coming to a decision?
• Do you have an internal process for making decisions on issues like this?
• Could you take me through what’s going to happen on your side from here?
• Can you run me through the process you would use to buy from us?
More questions for you to use in your selling coming soon. Bookmark/RSS SalesItch now…. And don’t forget to add a comment to share your favourite questions with the community!

Tags: questions, Sales questions

This entry was posted on Thursday, January 1st, 2009 at 5:53 pm and is filed under Sales questions. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.