Regardless of what you are selling, there is usually one buy-in question that determines how interested and engaged your prospect is going to be.
For my sales training and consulting services, it’s simply: “How important do you think sales training is to your overall sales development and the performance of your sales team?”
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If my prospect thinks it’s very important, then I have a strong basis for closing the sale, and I can leverage that buy in throughout my presentation. And it’s the same for you as well.
If you are selling, for example, pre-need funeral arrangements, then the obvious question is: “How important is it to you to have all your arrangements completed ahead of time so it’s that much easier on your family should something happen to you?”
If you are selling franchises, the question is: “How valuable do you think owning a franchise is to you or to your business?”