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19 Sales Questions to Act On
© 2005 by David Newman 1. What kind of "hook" do you have that's irresistible to your customers? 2. Why do your customers buy from you instead of your competitors? 3. Do you offer a guarantee or warranty? 4. What are your competitors' primary weaknesses and how do you address them? 5. How do you compensate for any advantages your competitors might have? 6. What are your customers' greatest needs and what solution do you provide? 7. What risks would customers be taking when they order from your competitor? 8. What is greatest risk for a customer when they order from you? How can you minimize that? How can you eliminate it? 9. What do your customers find most valuable about you? About your company? 10. Why would your customers come back after making their first purchase? 11. If your business ceased to exist, what would your customers miss the most? 12. Do you know what an initial customer order develops into in the course of a year? Include re-orders, referrals, and follow-on sales. 13. Do you have a system of promoting other products/services to your customers? 14. Have you conducted joint marketing events for customers? 15. What benefits do you provide your customers that are so subtle that they may not be aware of them? How can you make them known? 16. Are your customers' suppliers good prospects for your product or service? Do you have ways of being referred to them? 17. Do you use customer testimonials? Do you have a way of acquiring them? In addition to written testimonials, have you considered audio or video testimonials? 18. When you create new customers, do you think of others to whom you could refer them? Do you think of other people that they could benefit from meeting? (This is called NetWeaving and is a very powerful form of value-first networking.) 19. What is the most effective way you've marketed your product/service? What can you learn from that, and how can you continue to develop and adapt it to other situations – other markets, other products, other opportunities?
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Answer Them and Increase Your Sales with Less Time and Effort
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