Don’t Get Shut Out of the Decision-Making Process

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:

  • Could I…?
  • 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.

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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.

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).