Get the How from Who

In the tactical sales,  your intent should be to help enable a decision in the client’s best interest. Once you understand what the client will do, it’s critical to understand how they’ll arrive at the point of decision. Find out the criteria each stakeholder or decision maker will use to make a decision. Try questions such as:

What are some of the criteria you’d be looking for to determine whether or not you had a solution that would exactly meet your needs?

From your particular perspective, what are some of the key issues you’d like a solution to address?

Sales Tactics – Mastering the Art and Science of Asking Effective Questions « The Edge of the Wedge.

2 thoughts on “Get the How from Who

  1. Greetings from Idaho! I’m bored to death at work so I decided to bwrose your blog on my iphone during lunch break. I enjoy the info you present here and can’t wait to take a look when I get home. I’m shocked at how quick your blog loaded on my mobile .. I’m not even using WIFI, just 3G .. Anyways, awesome blog!

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