Source: eGrabber Newsletter
The challenge that every sales person faces is: How do I get my prospects to commit at every step of the sales process? The key is to ask specific questions and get them to commit in their own words. Examples of such questions would be:
- Does it look like this might be the solution your company is looking for?
- What can you see that might get in the way of us moving forward with this?
- Who do I need to speak with in the other team/ department/ group?
- How much closer to a decision are we?
- How many other proposals are you looking at?
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