In sales there are two kinds of questions: sloppy ones and the real ones.
Unfortunately, most sales tend to ask sloppy questions.
Because they "feel" more safe, less "aggressive".

To avoid mistakes, dear reader, I'm not into hard selling nor aggressive sales methods.
I'm very much into asking the right questions.
And sometimes these questions are confronting.

In the end, making a prospect chose for you means he/she needs to change.
And there's no change without any disruption (confrontation).

Some examples of sloppy questions, and why they're sloppy:

"Who's your current supplier?"
- good preparation, maybe the prospect thinks this is none of your business. Good start.

"Are you satisfied with your current supplier?"
- would they do business with them if they weren't?

"Shall I make an offer?"
- why would you do that? Where's the value?

"Are you the person that decides about this matter?"
- you're begging for a lie. Why would anybody admit they're not important?

The 5 questions that really matter are:

"What are the blind spots you're looking for you cannot find with your current supplier?"

"What makes you look for an alternative?"

"Which criteria are you using to select a new supplier?"

"How will this decision be made? Who's involved besides you?"

"What's the next step?" (instead of "shall i make an offer?")

The big difference between these two types of questions is the sloppy ones start from your perspective.
The real ones start from the customer's perspective.
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