Too many people don’t ask the tough question because they don’t want to know the answer.
What’s the question? “Is there anything you see in ________ that would prevent you from ________ ?” Examples of this question would be:
- Is there anything in our demonstration that would prevent you from moving forward with a cost analysis?
- Is there anything in my background or experience that would prevent you from hiring me?
- Is there anything in this conversation that would prevent you from allowing us to do an in-depth time study?
- Is there anything you’ve seen in this plant tour that would prevent you from giving us a purchase order?
It is far better to know the hurdles up front. It will allow you to not only address the issue, but also allow you to properly forecast a sale, rather than just continuing to blindly hope you and your prospect are on the same page.
One Moore Thing: This is a difficult question to ask as you’re almost certainly asking for negative feedback, but that negative feedback is what prompts real change in our behavior and offerings.