They ask that question because

[sami]

Many sales people stop there because they are not thinking strategically about what information that could lead too.

they were told to or heard someone else ask it.

The problem is that question is not followed up with additional questions, and that’s where the gold is!

Look at how valuable the information is if you add these two simple questions after “Who are you buying from?”

“How long have you been using them?”

Reason behind the question: the length of the relationship is the best indicator of how deep the relationship is.

If the relationship has existed for a number of years, the women database likelihood of a quick and drastic change is slim.

But if the client has not been buying from your competitor for too long, your chances of them making a change improve dramatically.

“Would you be willing to switch to me if our package is a better solution for you?”

Reason behind the question: people want to believe they have the power to make decisions, but in reality, few actually do.

Many times I have heard people say something like, “I would need to get corporate approval first.” Or, “Maybe…we’ll see.” Then you know there is more.