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March 31, 2008

Comments

Murray Abramovitch

Asking “the tough questions” only makes sense if:

- the customer knows you or, if a prospect, at least has reason to trust you and your organization;

- if he believes that you have both the interest and authority to impact his business in a meaningful way, whether by resolving problems or by creating opportunities for profitable growth;

- the questions are put in a context of solution selling and they are an integral part of a comprehensive package that will enable the application of meaningful solutions;

- you are truly capable of understanding the answers and of putting them in context so that they take into proper account the customer’s internal and external environments.

Otherwise, asking the tough questions may indeed stimulate conversations, but not necessarily those intended.

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