Questions That Sell

Putting the Process to Work

Now let’s look at a few common responses to typical sales inquiries and see how you can use the qualifying process to determine if they are valid.

“Send Me the Information”

Do you often get the response “send me the information” when you call a prospective customer? After you finally get through voice mail and on the phone with an actual person, you are instantly deflated by this response. Or, even worse, you become excited about this opportunity and jump through hoops only to be disappointed by the subsequent lack of commitment. Here are the steps you should be taking when you encounter this response:

Step 1. Agree. Find something within the prospect’s reply with which you can agree. In this case, you could say ...