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7.6 The Most Powerful Question in Selling
Previous page: 7.5 If the "Summary" Doesn't Work
7.6 The Most Powerful Question in Selling
"WHAT DO I NEED TO DO TO GET YOU TO BUY FROM US?"
This must be used carefully, and not too soon! But if used in a proper context, this question should either
(a) reveal previously hidden objections.
(b) reveal time wasters.
(c) reveal poor salesmanship.
(d) get you the order.
'Mr Bloggs, I've been calling on you for a year now. You've given me a lot of your time, but we don't seem to be getting very far. Tell me, just what do / need to do to get you to buy from us ?"
OR
"Mr Bloggs, we've gone through our proposals and you seem satisfied with everything we've put forward. Is there anything else I need to do before you are in a position to go ahead?
Next page: 7.7 It's a Board Decision
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