Real Secrets of the Top 20%

Real Secrets 031:  The Only Qualifying Question You Really Need I always tell sales reps that your client or prospect has all the answers as to why they will or why they won't buy, and that it's your job to find that information out. You do this by asking the right qualifying questions, by layering those questions, by qualifying any red flags you get and by actually listening to the answers you're given. While this may sound basic and simple enough, you'd be amazed by how many sales reps still don't do this correctly. There are a ton of reasons why, but in order to simplify the entire process, I'm going to give you the one question that will get your prospect to tell you exactly what they are looking for (and what they're not looking for as well). And here it is: During the course of your qualifying, simply ask your prospect, "_________, if you could wave a magic wand right now and fix (or get) three things that would help your (sales process, bottom line, productivity - whatever is appropriate fo