- Are you budgeted to purchase this year?
- What are your decision criteria?
- Who else are you involving in this decision?
- Where are you in the decision process?
- Where are we in your process?
These questions may appear basic at first glance and they do not take the place of all the other questions you'll ask to identify, qualify and close a sale. These are just five questions that you must ask in every sales situation.
If you can gain the answers to these five questions in the beginning of your sales process, you stand a much better chance of making the sale or moving on quickly! One key point: You have to revisit the questions often and if the answer to any one of them changes, you have to ask all of them again!
For instance, if a new person becomes involved in the evaluation of your services, then you have to ask all five questions again. Why? Because a new person may mean new criteria. Or, they may bring in their own relationships. Or, they may be new Power in which case the budget may be at risk. In other words, be safe and assume the answers to the other four questions may have changed as well and ASK!
As always, if you have a specific sales situation you'd like to discuss, you can email me at [email protected]
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