Ask great Questions !

If one in 23 Americans are in sales, why do only 3% of sales people ask great questions? Sales people complain to me about the economy and tell me that they are
losing to the competition because they are cheaper. That's when I stop and simply ask, "What is your best sales question?
Usually they stumble and say something like, "what keeps you up at night?" Stress, thank you very much. If you ask great questions it means your prospect is
talking and you are listening. That's why sales people have two ears and one month. My advice is use you mouth to ask great questions
and shut up and listen. Write down these questions, memorize them and ask them every time you meet a prospect. If you
do it, you'll double your sales. Why do I know this? Because only 3% of sales people ask great questions, but they
make 97% of the income.

The first question you should always ask, "Why did you agree to meet with me?" Your client doesn't want to hear about your product, your company or your golf score. They want to tell you their wants and needs.

The next question should be, "When purchasing insert your product here, what do you think are the three biggest mistakes most people make?" This allows the potential customer to tell you their fears in buying your product.

Next, ask why they called you. Then ask what is keeping them from buying from you. If you can get answers those questions you become a problem solver and usually close the sale.

Finish up your presentation with, "What did you like best about my presentation today?" Use to detect buying signs and for improving your presentation..

Along the way make sure you work in these million dollar questions:

"What is the percentage of us doing business together in the next 30 days?"
"Do you want to buy?"
"Do you want to pay in cash or credit?"
"Ccan we start your service today or the first of next week?"
"On a scale of 1 to 10, would you recommend me to someone else?"
And of course follow up by asking the question, "What would it take to get a 10?"

If you ask great questions, you move to the front of the class. If not, you become the one in 23 that try pushing a product every day.