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zondag 17 februari 2013

Questions That Turn Prospects Into Customers

The right questions in a sales conversation

When you are having a conversation with a prospect, work these questions into the dialogue. Once you've the answers, you'll know what you must do to turn the prospect into a new customer.

How did you get into this line of work?
What do you like best about your job?
What do you wish you could improve?
What can you tell me about your priorities?
How are you currently addressing this problem?
How much is this problem costing you?
What can you tell me about your decision-making process?
Do you take the decision? Who else?
How do you handle budget considerations?
What other options are you looking at?
What can you tell me about the people involved in the process?
What obstacles might be in the way of moving this forward?
How will you be evaluating different options?
How will the funding for the project be justified?
How much attention is this problem getting at the executive level?
How does this sound as a next step? Describe, please.

A good example of a bad sales conversation:

Robert De Niro in Analyze That: