“How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients” by Jeffrey Fox (author of “How to Become a CEO”). It’s a great, easy read. Here are Fox’s six “Killer Sales Questions:”
1. Do you have your Appointment calendar handy? It leads to obtaining an appointment over 90% of the time.
2. Will you look at the facts and decide for yourself if they make sense? This is almost rhetorical because the answer is so seemingly obvious. The customer is certainly going to decide for herself.
3. Ask the prospect what other companies they are considering and follow-up with, Would you be interested in our points of difference? The customer needs to see a difference, new information, so he can change his mind or change the minds of his colleagues.
4. Is there anything else prohibiting you from going ahead? The salesperson is either going to hear some unresolved customer issues, or get an agreement to an action that leads to a close.
5. Why don’t you give it a try? A super saleswoman sold a $1 million computer conversion that took 18 months to implement by asking the customer, “Well, why don’t you give it a try?” People don’t just “try” – they act. They do something.
6. What question should I be asking that I am not asking? “What am I not asking?” is asked by the most confident, most customer-concerned, most professional of professionals. And good customers want to be asked this fantastic leave-no-stone-unturned question.
Passed along from:
The Damase Group
P.O. Box 1833
Framingham, MA 01701