Let's start with the definition of "Clever" I'm using. It means being skillful in doing something - in this case asking questions. It's more ingenious than it's shrewd.

Do you have any procrastinators hiding out in your pending file? Remember, you can't make a mortgage payment with a pending "maybe." Procrastinators procrastinate because that's how they're wired. They're not bad people, they just find it tough to finish what they start.

Sure they have good intentions, and you want to believe them. You can can't make a mortgage payment with good intentions either.

Actually, if you're dealing with a legitimate procrastinator right now, you can help him with this extraordinary question. I've seen it work dozens of times and have personally put $45,000 in my wallet after using it.

Let's assume your procrastinator is holding up the works on a potential $37,507 order.

He keeps putting you off. Instead of losing your patience ask this question.

What would have to happen for you to sign-off on the purchase order we've been talking about?

Procrastinators procrastinate because they don't know what the next step is. This question forces them to think about that next step. It's a great question and you'll be please with the results.

I was reading Art Sobczak's newsletter today and he talked about questions you should avoid. For example:

"Did you know that we offer ___?"

"Are you aware that we sell ___?"

"Did you know we offer six different lines of printers?" could elicit a great big yawn and a "So what," from the listener.

A better question would be,

"What features do you require in printers?"

You can also ask, "What qualities are you looking for in a printer?"

Here's another question you can ask if you want to get a better understanding what your customer values. Too many salespeople make too many assumptions and they're usually way off base.

When you ask this question get ready to employ your ears. Here's the question:

What would it take to win your supplier of the year award?

It's always wiser and certainly more professional to employ your ears before you engage your mouth. The goal is avoid getting mugged by your own mouth.

You'll be rewarded handsomely, when you start asking these questions.

Hey, if you're getting mangled by the competitive sharks in your sales territory and really don't have a clue on how to clobber the competition, I've got what you need. How would you like a framework on "How To Get Surefire Selling Results" day in and day out.

See for yourself - but for Pete's sake don't procrastinate on this one. It could change your life - REALLY! http://www.kickstartcart.com/app/netcart.asp?MerchantID=39581&offerid=16072&q=2

Jim Meisenheimer is the No-Brainer Sales Training Guru. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or e-mail: jim@meisenheimer.com

Use this link to sign-up for Jim's FREE No-Brainer Selling Tips Newsletter and to get your copy of his Special Report titled, "The 12 Dumbest Things Salespeople Do." http://www.meisenheimer.com

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