In Episode 4. of
Close the Deal Without Selling...
Join the Club
Basic Ingredients of the Yes Formula™
(Pg. 268-272)
In addition ...
- Learn an effective way to handle Problem Clients (Pg. 51)
- Encounter your first set of open-ended, diagnostic questions to use in your sales interviews (Pg. 175)
Your First Batch of OEQ's
Here a few of the diagnostic open-ended questions you’ll use in your sales interview.
Memorize these questions. Use them.
Come up with your own business specific OEQ's.
Remember ... Think like a Doctor.
- What do you want?
- What’s stopping you from getting it?
- What were you hoping I might be able to do for you?
- What would happen if you do nothing?
- What would happen if you keep doing what you’re doing?
- What seems to be the real problem here?
- How serious is the situation?
- If you could go back to when you started this project, what would you do differently?
- What’s one thing you really don’t like about the way things are currently going?
- What’s the one thing you would change immediately?
- When did you first realize that you needed to do things differently?
- How long have you been considering doing something about this?
- What’s all this costing you?
- How important is it for you to find a better way to handle this?
- What has this situation caused you to sacrifice?
- What are you doing to resolve this?
- What would you like me to do next?
- What’s the biggest challenge you’re facing right now?
- What steps are you following to accomplish X? How’s it working?

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