Is That Your Final Answer?

B est-selling independents know that the key to a successful presentation is asking the right questions. When you last met with a prospect, did you ask questions like, "Are you satisfied with your current processor? Is there something you'd like done differently? Is there anything I can do to help?"

If those queries didn't solicit the information you needed, perhaps it's because they are too open-ended.

Vague questions lead to generalizations, not the specifics you need to lead your prospects to a buying decision. The prospects will think you've got all the time in the world to listen to their business woes unless you get focused.

Why not start listing all the possible loss situations your prospects might encounter without your services? Then formulate questions that clearly describe those scenarios.

For example, instead of asking, "Are your happy with your current check services?" try this:

"How many sales are your losing because your customers' checks weren't approved?"

Consider these pointed questions that may help you hit the sales bull's-eye:

Loss Situation: Not enough cash today Probing Question: How often do you lose a salebecause the customer doesn't have the cash until "next week?"

No second ID for a check Do you lose sales when the customer doesn't have the ID required by your current check company?

Claim Problems Does your current check company offer "No Fault" claims? Complicated and time-consuming Are your customers frustrated by the approval process point-of-sale because of your current check approval process?

Bank fees for bad checks Does your current check company reimburse you for bad-check fees you pay to your bank?

Once you've asked the questions, be sure to listen intently to the answers. Depending on what your prospect tells you, you then can highlight the appropriate benefits your services offer. Your prospects certainly will appreciate your knowledge of their businesses. The value of your services will become tangible to them. A new and profitable business relationship will be cemented.