Posted by: Jim McLellan | January 31, 2013

If you’re not closing, are you asking the right questions?

If you’re not closing, are you asking the right questions?

The biggest reason for most sales failures, will be either your presentation skills or you’re not asking the right question.

The first most important question is?

  • What role do you play in the decision making process?

I can’t tell you how many times sales people assume they are talking to the right person.  And they aren’t, this can happen for a wide range of reasons.  But let’s concentrate on the question.  

Before you start your presentation, ask the question! Save yourself the time and money of wasted meetings, or worse yet setting up your competition.  And ask the question in more than one way to make sure everyone is on the same page.

  • Walk me through how the decision making process works….

Our goal is not a bunch of appointments that don’t close but a bunch of appointments with the right people at the right time.  

Asking questions power questions are the only way to be a powerful sales person. 


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