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THE SALES SUPERSTAR'S GREATEST QUESTION
August 2015, Issue 101
You have a meeting with a new potential client.  What question can you ask that will immediately help you to gain trust and position you for success?  Check out this month's newsletter.

All the best,



THE SALES SUPERSTAR'S GREATEST QUESTION



 
 
 

 

THE SALES SUPERSTAR'S GREATEST QUESTION

 

Q:

Dan,

Please help me with any advice on the best qualification questions that I should be using with my prospective clients. I can't afford to spend time on bad deals that I won't win.

Sam

Portland, Oregon

 

 

A: 

Sam,

Thank you for your question.

 

I agree with Robert Half when he said:

 

"Asking the right questions takes as much skill as giving the right answers."

 

In fact, I might take a stronger position and state that it takes MORE skill to ask the right questions!  

 

I would like to share with you the most powerful question that you can ask a client. It is a question that will position you for tremendous success.

 

You should be very familiar with all of the BMPCC qualification questions from my previous TTS newsletters. These questions are important.  The only problem is that these questions will help you but don't help the client.

 

There is one question, however, that is tremendously helpful for both you and your client.

 

I call it "The Sales Superstar's Most Powerful Question."  It is a question that is so simple and yet so difficult for average reps to understand.

 

The Sales Superstar's Most Powerful Question is:

 

HOW WOULD YOU DEFINE SUCCESS FOR THIS PROJECT?

 

Here are the five reasons this is so powerful:

  1. You will instantly gain trust and be differentiated from your competitors.
  2. The question is focused on the customer--NOT you, your company, or your solution.
  3. Once your client defines success, you have a spectacular opportunity to consult, guide and provide insight by discussing The Three Keys To Project Success
  4. You can tie your solution directly to the client's key success factors which will make your offering very desirable.
  5. You can then ask logical follow up questions related to client success such as:
    • How will you measure and track the success?
    • What are the potential barriers that may inhibit your success?

Remember, Sam, that defining success will help you to help your client. Demonstrating how you can assist your client achieve success is always much more powerful than focusing on your product.

 

Your client's trust in you will be earned by asking the right questions--NOT making presentations.

  

All the best,  

 


FOR INSPIRATION...


"Asking the right questions takes as much skill as giving the right answers."   

 

-Robert Half    

 

 



"If I had an hour to solve a problem and my life depended on the solution, I would spend the first fifty-five minutes determining the proper question to ask, for once I know the proper question, I could solve the problem in less than five minutes."

 

-Albert Einstein



"Your client's trust in you will be earned by asking the right questions--NOT making presentations."

 

-Dan Adams 

  



 
"Have you ever wondered what it takes to move up in the world to those loftier roles? 

 

 

It's pretty simple.  You need to move from a world where you provide all the answers to a world where you ask all the questions."

 

 

-Thought Leaders Post

 

 

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Trust Triangle Selling Unveils The Sales Strategizer-Pro™, the First Deal-closing Application for the iPhone, iPad and iTouch.
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For info and details go to:  
SALESSTRATEGIZER.COM
Dan's book won a Medal
from Sales Books Awards!

For more information on Dan's book go here.
 Building Trust, Growing Sales 
How to Master Complex, High End Sales Using The Principles of Trust Triangle Selling™

Improve Your Strategic and Consultative Selling Skills With The Trust Triangle Selling Book and Sales Strategizer App

Book Cover
Strat Pro With Hand
Dan's book won a Medal from Sales Books Awards!
 
For more information on Dan's book go
How to Master Complex, High End Sales Using The Principles of Trust Triangle Selling™

The Sales Strategizer- PRO
Trust Triangle Selling Unveils The Sales Strategizer-Pro™, the First Deal-closing Application for the iPhone, iPad and iTouch.

For info and details go to:  SALESSTRATEGIZER.COM