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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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6.11. Spicy Questions

We mentioned earlier that buyers sometimes feel that they are being interrogated when they get into a meeting with sellers. Equally, buyers sometimes need encouragement to move out of the detail and take a look at the bigger picture.

There are specific types of questions that help spice up the conversation with buyers, causing them to think deeply, or differently. Buyers enjoy the difference and sellers get a better quality of response.

No barriers

Gives the buyer permission to think about options with no barriers.

  • ‘Given unlimited time, money and resources what would the ideal situation be?’

  • ‘If you could change any aspect of the way your goods are transported, what would it be?’

  • ‘If you could locate your headquarters in ...

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