Ouch! 6 Sales Questions Many CEO’s Are Afraid to Ask

Salespeople often avoid asking these six important questions because they’re afraid to know the answer.


David Keuning‘s insight:

Awesome questions!   Are your sales people asking them?  Here they are:

  • Who else is selling to you?
  • What priorities are higher than the problem we’re addressing here?
  • If you had to make a decision today, who would you choose?
  • What might prevent you from doing business with me and my company?
  • Do I have an equal chance of winning your business?
  • If you don’t make a final decision by the date you mentioned, what will happen?

And just for the heck of it… you know those % that your sales people use to tell you how close they are to a sale?  Why not make ASKING these questions a mandatory milestone to get past, oh, say, 25%?

See the rest of the article on www.inc.com

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