Questions that Sell, 2nd Edition

CHAPTER

2

Deadly Questions

Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?

YOU PROBABLY ALREADY have a number of questions you ask your clients during a sales call. For example:

•What do you know about our company?

•How can we help you?

•Whom are you currently working with?

•How long have you been with your current vendor?

•What do you like about them?

•What do you dislike about them?

•What’s your budget?

•What are your goals?

•How much are you paying now?

•What if I could give you a better solution for a cheaper price? Would you be interested?

•When are you looking to make a change?

•Are you ...