Thursday, October 21, 2010

“What would happen if you do nothing?”

Far too often, sales opportunities result in losing to that most common of all competitors: “No decision”. During a discovery or qualification discussion, the question “What would happen if you do nothing?” is an excellent way to test the importance and impact of a situation – and to determine whether the business issue is sufficiently important to the prospect to pursue.

A follow-on question could be, “Would that be acceptable to you?” if the answer is “Yes”, then the business issue is likely not a Critical Business Issue – and would have a strong probability of resulting in “No decision”.

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