VISION QUESTIONS prompt your customers to consider a positive future as a direct result of doing business with you. Vision questions help your customers discover how much better their business situations will improve — once they implement your sales plan. Here’s an example:
If you could implement the changes we’ve discussed, how do you envision your job (or career) 5 years from now?”
Vision questions unleash your customer’s view of the future and make it clear what needs to be done to accomplish these goals. Vision questions open the door to how you, the salesperson, can be a vital part of your customer’s solution. Vision questions enable your customer to sell himself on WHY he needs YOU — instead of the other way around!
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.