COMMENTS
Trish, I don't know if it's a great question, but I never assume that the caller is comfortable and I don't want them to feel like I'm over prepared and ready to "sell" them. So, I'll usually ask something like, "What would you like my first question to be?" They tell me and I'll say, "Interesting....Why that?" They feel soooo in control and I get soooo much information.
Rick, I am going to try your question. I love it! Will keep you posted.
Papa Seth Godin says the real questions any sales or marketing presentation should answer for the client are--
"Why do I
really need this?"
"Why should I choose
you (Instead of Company XYZ, Product ABC, or another Tom, Dick, or Susan)?"
"Why should I decide
now?"
Now, the trick is to reverse it---to get the
prospect's side. Why would they really need your product. Do you know? If you don't know, are you finding out, or are you just trying to "sell?"
Why should they choose you? Are you the best solution for them? Would they realistically have a better experience going with a different vendor? And if they would, would you be ballsy (read: honest) enough to tell them?
If you are the best solution, and they really need it, at that point, the probably would decide now. If they're not deciding now, you probably haven't answered the first two questions.
-Steve
InsideSales.com