The Most Powerful Tool in Sales

Have you ever noticed that companies spend millions of dollars telling salespeople what to say, but they spend almost nothing teaching them what to ask? It’s true. While the typical sales process has been defined many times over, organizations assume salespeople already know how to ask the right questions, in a manner that will maximize the value of your products and services.

In my first book, Secrets of Question Based Selling, I refer to questions as: The Most Powerful Tool in Sales. Besides just gathering information, strategic questions are also a salesperson’s best tools for:

                        * Piquing Customer Interest               * Establishing Credibility

                        * Understanding Requirements         * Creating a Sense of Urgency

                        * Qualifying Opportunities                    * Competitive Differentiation

                        * Negotiation/Positioning                     * Securing Commitments

                        * Maintaining Margins                           * Getting Leads/Referrals

                                                    * Winning More Business!

…which is much more than just probing to understand the customer’s needs.

For me, Question Based Selling represents the culmination of a career-long journey—one that has helped me realize that strategic questions are more than just staples of everyday conversation. Perhaps this marks the beginning of a new journey for you as well; not only as a motivated reader, but as a student of the question-based sale. Congratulations on taking the first step. I wish you the best!