CHAPTER
14
For Future Sales, Ask About the Past
DURING EVERY SALES training session, I ask salespeople to write down the questions they ask on a regular basis, whether in a first-time sales call or when renewing an established relationship.
Without fail, about 90 percent of the questions we tally are about the present. For example:
•What are you currently doing?
•How many are you producing?
•How do you use this product/application?
•What vendor are you using?
•What do you like about them?
•Are you the decisionmaker?
•What are your biggest challenges?
•What can I do for you?
Only a few questions are about the future, and rarely do I collect any ...
Get Questions that Sell, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
