Power Questions

Power Questions

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

Power Questions

The objective of Power Questions is…

  • To make the prospect think in new ways.
  • To make them answer a question asked for the first time.
  • To ask a question that your competitor failed to ask.
  • To give you credibility. To qualify the prospect.
  • To create or uncover prospect need.
  • To make the prospect give his answer in terms of your product.

Looking for Power Questions ideas?
Try these…

  • Is that the most important factor?
  • What have you found is the biggest asset of having a good supplier…?
  • After you make a purchase, what do you expect? How often do you get it?
  • If you could change or improve one thing about your present supplier, what would it be?
  • How would you make it better?
  • What has been your experience in dealing with…(your product)?
  • How have you successfully used…(your product)?
  • What do you look for when you choose a supplier in …(your product)?
  • Why is that a deciding factor…?
  • How do you determine a successful purchase…?
  • What do you like about…?
  • What is one thing you would improve about (this product)?
  • What would you change about…? “(Do not say: What don’t you like about…?)
  • How do your customers react to…?
  • What made you choose your present supplier…?
  • How are you planning to achieve it?
  • What is your biggest business goal this year?

Now take these questions as “idea seeds” and brainstorm the best possible questions you can think of. Use your sales staff and management team in the session. One or two powerful questions will emerge from this group. Try it.