During Your Sales Presentation

Asking the correct questions and then keeping your mouth shut and ears open will give you an extra advantage to finalize the sale. Stay focused on what the prospect wants & needs, not what you want to sell. You don't want to be pushing apples when your prospect wants to buy oranges. Here's some sample questions you can consider using.

*Are you the person who will make the final decision?
*How soon do you plan to make the purchase?
*What quantity do you order/buy?
*How quickly do you want delivery?
*Have you ever purchased this product/service before?
*How long have you bee buying from your current supplier?
*How often do you reorder?
*Have there been any past problems that you would like to eliminate?
*What is your most important consideration in selecting a supplier?
*What kind of budget do you have for this purchase?
*Will you or your staff need any training?
*Can we get started on the purchase order now?
*What other products or services do you need?

When you know what is most important to your prospect, guide your presentation in that direction. When they ask a question stop and answer it right away, it may be the key to closing the sale.