Foundation Questions

I have always believed that questions are the key component of any sales call. You should always plan your questions prior to the call. Progress from broad to more specific questions. Unlike many trainers, I like to ask a few close ended questions (Questions that can be answered with 1 word) at the beginning of the call. Asking these questions loosens up the customer and starts the conversation rolling. The longer you talk to the customer the more you tear down the natural wall that exists between a sales person and a prospect. These questions lay a foundation that you can use to build a solid relationship with the client. Don't waste any questions, make sure each question you ask uncovers information you can use to close a sale.

Keep Smiling, Keep Selling!

Thanks Jim B.