Getting Customers to Look toward a Future With You
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!