What You Ask Determines What You Sell

by Tom Argiro, Chairman

Jeffery Gitomer is one of the sales training gurus that I follow.  He's been at it for over 30 years, and has a lot to offer. 

One of his articles caught my attention recently.  He says that those of us in sales often do not ask the right questions.  He considers these to be "pathetic":

• What are you using now?
• When does your contract expire?
• Can I place a bid?
• What kind of budget to you have?
• What do I have to do to earn your business?

In contrast, asking power questions will make your prospect think in new ways. 

• What would you do if you lost two of your top ten customers?
• What is your plan to keep them loyal?
• What you ask sets the tone and the perception for the buyers.
• What you ask determines the response.
• What you ask makes or breaks the sale.
• Your questions are a critical factor in the way customers perceive you.

You can find the full article here:
​http://www.gitomer.com/articles/ArchiveColumnPrint.html?key=ajcdMibak3MdcjEQZJ5CQA%3D%3D