What marks out the great sales professional and true trusted advisor?

One key factor is the quality of the questions they ask their prospects, their clients and themselves.

This section of the website is dedicated to finding and sharing those questions that;

• Move your relationship and business forward
• Help your client understand more about their situation and the choices open to them
• Earn you the right to offer advice
• Increase levels of trust
• Help you understand yourself better

Send us your great questions. We'll share them with our community of Trusted Advisors and sales professionals here.

The single simplest and most important question any trusted advisor can (should and must) ask is;

Please tell me more...

• What's at stake for you personally here?
• What metaphor would you use to describe your organisation?
• How does your firm approach change?
• What is the effect of doing nothing?
• What's causing the problem(s) you are asking us to solve?
• What does this person (client or prospect) want, and what do they want to avoid?
• What can I do for you?
• Imagine a point in the future where your issue is resolved. How did you get there?What do you think the problem is?
• What's your role in this issue?
• What have you tried so far? What worked? What didn't?
• Have you experienced anything like this before? (If so, what did you do?)
• What do you think we can do for you?
• What's preventing you from ...
• If you could change one thing, what would it be?
• What would you like us to ask?
• What do you want to get out of this meeting (conversation etc.)?
• On a scale of 0 to 10 (where 0 is useless and 10 is perfect) how effective have your previous strategies been at solving the problem?
• What do I need to do to prove that I really want your business?
• How are you dealing with the challenges posed by...?
• Can you share with me why this is important to you?
• How much is solving this problem worth to you?
• What is the effect of doing nothing?
• Who will be most affected by the outcome of this project, activity, change...?