In The Sales Arena

Welcome!  We are wrapping up our series on Power Sales Questions that we have covered during June.  We have discussed Three Power Questions and how important they are: The Columbo Approach—Learn when and how to use it! The Plus/Minus Question—Find out what’s going well/what’s NOT going well. The Price Question—Find out how the client evaluates price. Now, we move to the GROUND ZERO QUESTION, which is the personal level question—the fourth of our Power Sales Questions.  Why is this important?  We have to earn the right to ask questions on a personal level and find out what matters to the customer on a personal level. Remember, “People buy for PERSONAL REASONS, and they justify for BUSINESS REASONS.” **WHAT WOULD YOU CONSIDER TO BE A PERSONAL HOME RUN FOR YOU? This question can take on different forms depending on the type of sales business: If we were to work together, a year from now . . . If we were successful in this bid process . . . If we were assigned to this project . . . If everything went as you w