5 Questions Salespeople Should Ask To Control Their Deals

Here are five unsexy questions enterprise salespeople should ask to control their deals. Number one Help me understand the steps you and your company need to take to make a confident yes or no decision on this that is far better than what's your decision process. That's because precise questions get precise answers. Number two who's involved in each one of those steps and how? If you led with this question, you're going to get kicked in the teeth. If you ask this after the first one, it feels like a natural extension. Number three what do each of those people care for about? You'll notice that each of these questions builds off of the last one. That's important. Number four what timetable is driving you to take each one of those steps? Number five how are you thinking of funding this project if we get that far at all? Again, this feels like an intrusive question if you ask it too early. But if you've asked it after the first four questions, it feels just like a detail of a conversation you're already having.