SMART QUESTIONS

SMART QUESTIONS

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of thirteen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com.

Want to know how to ask better engagement questions? Try a few of these!

What makes you think? How do you select.? What’s most important to you about? Where do you see? How have you employed? What has been your experience with? If you could change one thing about? How would you improve? What plans have you made to?

Smart follow-up questions to smart lead-in questions:

How will you do that? How will you deal with that? What plans have you made to handle that? How will you use that to your advantage? How will your toughest competitor react to that? (naming the competitor is infinitely more painful) If you — how would you use your — to build your business? If you were able to achieve those goals, would — be worth it? Isn’t that what you really want? How are you taking advantage of the — opportunity? Is anyone you’re doing business with? Are you looking for new — ? Are you looking to make more — ? How much is one new customer worth? How much is one new business friend or relationship worth? How often do you?

No-means-Yes closing questions…

Can you see any reason not to — ? Is there any additional information you need to decide? Can you see any reason not to proceed? Is there anything else (more) you need to know?

Smart closing strategy…

What’s the risk? If the risk is low, what are the possible rewards? Fair enough?