When making a sales presentation, it’s a good idea to clarify yourself as you go along.
Make sure the potential client knows what you are saying and has a clear
understanding of what it is you are selling or saying to him or her.
Here are some simple clarifying questions to ask yourself to see if you and your
potential client are on the same page.
- Why (am I/ are you) here?
Recognize feelings, issues, circumstances, or dreams, goals and desires.
Where am (I/you) at?
Could (I/you) be more specific?
- What (does/will) that create in (my/your) life?
Look for results
What will that do for (my/your) life?
What will (my/your) life be like in five years?
How do (I/you) feel about that?
- How important is if for (me/you) to do something about it?
Probe for urgency!
On a scale from one to ten?
- When is the right time for (me/you) to do something about it?… or How will (I/you) know when it’s time for (me/you) to do something about it?
What will happen to let (me/you) know when it’s time to do something?
- What (am I/are you) going to do about it?
What’s going to be different about (my/your) life?
What differences would (my/your) family, friends see and hear?
- What (am I/are you) going to do to make sure these changes occur and continue?
What’s the one thing (I’m/you’re) going to do differently today, tomorrow, next week?
“The most essential factor is persistence – the determination never to allow your
energy or enthusiasm to be dampened by the discouragement that must inevitably
come.” — James Whitcomb Riley
By Devin Mason