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Questions to Ask When Making a Sale

I read an article in the American Express Open newsletter about ten questions to ask customers to boost sales. The article then made me think of a few ideas of my own. Here are two questions to ask your existing or prospective customers when making a sale:

  • Who is/who are the decision makers? The answer here could help you save invaluable time. If you are an IT firm spending a lot of time selling to a company’s director of IT but it’s the CFO who makes the decision, if you make a sale, it will probably be one-off or short term. If you’d asked who the decision maker was and involved the CFO in the discussions, you could have had a long term contract. But it’s never too late to move up. 🙂
  • What trends do you see as having a major impact on your business? Or, put another way, is there anything on the horizon that could skew your business decisions in general, purchasing decisions in particular, either way?

What are the questions you ask customers?

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About Tiffany C. Wright

Hi! I,Tiffany C. Wright, am the author of the ebook, "Help! I Need Money for My Business Now!!" and the book "Solving the Capital Equation: Financing Solutions for Small Businesses", available on Amazon. I am the president of Toca Family Business Services, a short-term & project-based interim management & strategic and financial advisory firm, located in Atlanta, Georgia. In the past five years I've helped small and medium companies restructure and obtain over $31 Million in financing and a similar amount in purchase orders and contracts. I have an MBA in Finance and Entrepreneurial Management from the Wharton School of Business at the University of Pennsylvania and a B.S. in Industrial and Systems Engineering from The Ohio State University. Personal: I enjoy investing. I am a prodigious reader of everything from business books, magazines, and newspapers to horror and popular fiction. I read 4-6 books per month. I also love to travel. I've been to 33 countries on 5 continents and lived in Japan for 2.5 years and aim for a foreign locale twice a year. I am also an athlete and run track on the Master's Circuit. The highlight was placing 7th in my age group in the 2007 World Master's Track and Field Championships in Italy.

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The Resourceful CEO, Tiffany C. Wright

the president of Toca Family Business Services, a strategic and financial advisory firm which provides short-term & project-based C-level management. She is the author of Solving the Financial Equation: Financing Solutions for Small Businesses, available on Amazon.

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