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You are here: Home / Blog / Selling / A Question to Sell More Now

A Question to Sell More Now

June 23, 2014 By maurasf

What’s the recipe for a successful sales call? It’s asking the right questions.  Here is one question that will lead to more sales and shorten  your sales cycle.

How much does this problem cost?

There’s no need to act or buy anything unless the customer quantifies the problem. Many customers often have not thought about how much the problem costs.  Their problem is just a “nice to have” and not a “need to have” until they quantify the problem.  Often they don’t know. Your job is to ask the question and guide them to quantify it. How much time does it take? How much is that time worth? What else does it impact? How much is that worth? How many sales are they losing? How much is a typical sale? You can see you can very easily quantify a problem if you ask the right questions. Then you’re ready to present later in the sales call.

Are you asking this question when you sell? When you do I predict you will sell more.

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About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

Maura’s Allbusiness blog posts

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