How often do we get cut out of the customer’s sales decision process? It could be the questions that we are asking.
Many times we begin a sales pitch with:
Would it be OK…?
May I speak to your boss…?
Here’s a better question to interject yourself into your customer’s sales decision modus operandi:
When would be a good time for you, me and your boss to get together and discuss ways to add value to your business?
This question skips “asking” — it subtly and artfully insinuates the boss is already part of the sales conversation. As a result, you gain instant access to others involved in your customer’s decision making process — allowing you to communicate your value added solution to the right people — and close more business! …Watch the video.
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.