#1 Question to Discover your Customer Sales Decision Process

by PAUL CHERRY leave comment February 13, 2013 modified on: July 1, 2018

Getting to know your customer is only the beginning of your sales and business relationship. You must also learn about his colleagues and superiors who “call-the-shots” on purchasing decisions. Here’s the number-one question to ask:

Take me through your decision-making process.”

This question helps you anticipate sales problems before they rear their troublesome heads–impressing your customer with your sensitivity to the fact that other employees have a say in these decisions.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

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Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.