Regardless of what you are selling, there is usually one buy-inquestion that determines how interested and engaged your prospectis going to be.

For my sales training and consulting services, it's simply: “Howimportant do you think sales training is to your overall salesdevelopment and the performance of your sales team?”

What's important?

If my prospect thinks it's very important, then I have a strongbasis for closing the sale, and I can leverage thatbuy-in throughout my presentation. And it's the same for you aswell.

If you are selling, for example, pre-need funeral arrangements,then the obvious question is: “How important is it to you to haveall your arrangements completed ahead of time so it's that mucheasier on your family should something happen to you?”

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