O
K, so you've done your homework on your client and you know the person's business, output and marketplace like the back of your hand. Now all you have to do is move the client toward the sale. You need a payoff question. These questions show the customer how your product or services can help solve problems.
Some sample questions include:
+ If we could improve the quality of your output, how would that assist you?
+ If we could increase your visibility in the market, how would that affect your business?
+ If we could improve the training of your employees, how would that affect your sales and service?
Once your customer understands why/how your products services will be a benefit, the sale is the next natural step.
