Motivating customersQuestion How do I motivate customers and prospects to make needed changes?
Answer One way to get customers and prospects take any action recommended is to ask impact questions that highlight the customer's problems. For example:
- How has this (old technology, lack of organization, poor team work, etc.) affected sales? Profitability? Scheduling? On-time deliveries? Quality? Production? - If you don’t make these changes, what is the potential impact? Properly executed impact questions make the issue about the customer's situation, instead of your selling proposition. 
Brain Trust contributor:
President, Performance Based Results
Author, Questions That Sell: The Powerful Process for Discovering What Your Customers Really Want
Related Categories: Communication, Selling
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