Part #2
QUESTION #3: WHAT MAKES THAT IMPORTANT FOR YOU? OR "IS THAT THE MOST IMPORTANT FOR YOU?" OR "WHY IS THAT IMPORTANT TO YOU?"
This question draws out the true need of the prospect. Finding out what is important to them about copying, and why copying is important are the keys to closing the sale. There may be secondary or follow-up questions pto gain a clear definition of what is important and why.
QUESTION #4: IF I COULD DELIVER THE QUALITY THAT YOU DEMAND, SO THAT THE IMAGING IN YOUR COPIES REFLECTS THE IMAGE OF YOUR BUSINESS TO YOUR CUSTOMERS, AND I COULD DO IT IN THE TIME FRAME REQUIRED, AT A REASONABLE (NOT THE CHEAPEST) PRICE. WOULD I BE A CANDIDATE FOR YOUR BUSINESS OR IS THERE ANY REASON I WOULD NOT BE A CANDIDATE FOR YOUR BUSINESS?"
Of course you would! This is thefeedback question that combines the data found in the first three questions. It's the classic "If I .... would you" question that makes the prospect commit. It actually quasi-closes the prospect. If there is a true objection ("We need to get bids" , "Someone else decides", "Or I'm satisfied with my present vendor".... it is likely to surface here.