Killer Question

This 1 Killer Question Helped Me Close A Deal I Nearly Lost.

"What would stop us from working together?" - Why?

It's much better a client discusses objections directly with you than when you're not in the room.

Timing is key though. You don't ask it on a first call. At that point, they don't know enough about you. You ask it once you know they're qualified, you've presented your solution and they've confirmed there is some interest.

I was working a deal last year that is a clear example of this.

I'd presented a proposal and the client said they were interested. Then I asked this question and they replied:

"To be honest, we're looking at another vendor that is 50% of the price."

I then replied: "Is cost the only thing currently that would stop us working together. Or is there anything else?"

He replied: "It's just cost. Aside from that, you're our preferred option."

This meant that I could tailor a pilot program that fit their budget. Once we proved our value, we were then able to expand the program to the initially discussed monthly fee.

Cheers,

Michael Hanson

CEO Cosmic Growth