The Dirty Dozen
I never approach a sales call unprepared, and for 25 years I have used a standard list of questions that I ask during every sales call. This list, which I call “Drew’s Dozen,” is part of the basic foundation on which I built a successful sales career. After I receive replies to all the questions, I can close the sale.
When you read “Drew’s Dozen,” you may notice the formula that enables me to drill through decision criteria so that I understand the client’s decision-making process, reasons for the sale, budget and how close I am to completing the sale.
Make a copy of the following list and keep it in your appointment book, folio or electronic organizer:
“Drew’s Dozen”
What is your desired outcome?
Who are the players in the decision-making process?
Do you have to make a decision now?
How much time do you have to make this decision?
What are your options for allocating resources?
What feedback or answers do you need to make this decision?
What are your preferences or biases about making this decision?
How would your boss make this decision?
Are the resources to implement this decision in place at this time?
What objectives do you hope to meet?
Who will sign the check?
When will the check be signed?
Copyright 2009. Drew J Stevens Ph.D. All rights reserved
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