Written By: Karen Deis, Publisher
In Gitomer's latest book, Little Green Book of Getting Your Way, he says that the most critical part of getting to the core of each prospect's needs is to develop your very own Power Questions. These questions are the most critical part of the process because they:
- Qualify the Prospect
- Set Up Your Response
- Makes the Prospect Think
Before we reveal the 18 power questions, here are 5 questions to ask yourself first!
- What information do I want to get as a result of asking these questions?
- Can I qualify the prospect as a result of the question?
- Does it take more than one question to find out the information I need?
- Do my questions make the prospect think?
- Can I ask a question that separates me from my competitor?
Here are some Power Questions Gitomer suggests:
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