Create Value —Leone:
Ray Leone has the perfect question to ask a prospect to create value……and it’s called a “deficit question”. By asking this type of question you bring up issues/problems the client has not considered and most often has no answer. For example, “What is your knowledge asset to book value ratio?” “Where have you decided to put your primary and secondary focal point?” Deficit questions uncover a prospect’s pain while increasing his/her perception of you as a problem solver. They build your credibility while also reducing that of your competition. Best of all, deficit questions move you further down the Sales Funnel.
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