Ask Upfront

Ask_Upfront

Many salespeople are afraid to ask potentially deal-breaking questions upfront. They think that these questions should be avoided until they know the prospect is ready to buy (and that it won’t matter because they have already made up their mind). What happens when you ask an important question at the end of the proposal process? If the answer to the question is in fact a deal-breaker, you’ve simply wasted both your prospect’s time and your own.

So what do I mean when I refer to a “deal-breaking” question? I’m talking about questions like, “How are the utilities metered and billed? Do the tenants pay directly for their energy usage?” or “Would you be able to be shut down this facility for a day during the installation process?” Perhaps your prospect would be fine shutting down the building during the installation process; however, if their building MUST remain operable 24/7, it’s best to know that immediately. If you ask these tough questions upfront, believe me, they’re not rapport-busters. They are time-savers, and your prospect will appreciate the fact that you asked them before getting too far into the sales process.

Love one of our blogs? Feel free to use an excerpt on your own site, newsletter, blog, etc. Just be sure to send us a copy or link, and include the following at the end of the excerpt: “By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from Jewell Insights, Mark Jewell's daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.”

Want our daily content delivered to your inbox? Sign up for the Jewell Insights mailing list

Subscribe

By info@eefg.com (Mark Jewell, CEO of EEFG, Inc. | www.SellingEnergy.com) | | communication, questioning |
next post → ← previous post