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Questions That Sell by Paul Cherry

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Your Customers’ Decision-Making Criteria

Going hand in hand with questions about company culture are questions about the criteria that a company uses to make decisions. If you can get your customers to express the major characteristics that their companies look for in making their decisions, then you can tailor your solution accordingly. These questions will also provide an opportunity for your customers to really think about what is important to their companies when they choose a vendor or service.

Questions about decision-making criteria help customers shift from the “lowest price” mind-set to a discussion of value. Value is unique to each individual, so it is imperative that you ask customers what is important to them. If you can get your ...

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