Asking Good Questions
1. How much do you think this would help you make?
This question justifies expense.
Use this question, or depending on the circumstances, use the following question:
How much do you think this would help you save?
This question also helps justify expense.
2. What would motivate you to change?
This question creates the rationale a prospect will use to justify their purchase.
3. Do you have a preference?
If your prospect has a preference, you need to know what it is and how they arrived at that preference. Having a preference also moves the prospect one step closer to saying, “yes.”
4. What has been your past experience?
If you can exploit a bad experience with a competitor, that’s terrific. If the bad experience was with your company, you need to know about it and if possible, fix the problem.