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!

Leave a Reply

Your email address will not be published. Required fields are marked *

Search Articles

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.

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.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).