Killer Question to Determine Customer Goals

The Goals Question

When we ask a customer, “What are your goals?” customers don’t always provide us any real substance or insight into what they are thinking.

Here’s the killer question you want to ask:

How are you going to do that?

There’s a reason we ask this question. In terms of achieving their goals, customers have a game plan, and customers have a thought process.

Are Your Customers Serious?

This question will give you insight on who’s serious and who’s not.

Why is this important? You want to focus your time, effort and energy on the right opportunities. That’s exactly what ultimate sales pros do.

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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).