In Episode 4. of Close the Deal Without Selling...

Join the Club

Basic Ingredients of the Yes Formula™ 

(Pg. 268-272)

• R&R
• CAN
• MBA
• OEQ
• QUICK

In addition ...

• Learn an effective way to handle Problem Clients (Pg. 51)
• Encounter your first set of open-ended, diagnostic questions to use in your sales interviews (Pg. 175)

Your First Batch of OEQ's

Here a few of the diagnostic open-ended questions you’ll use in your sales interview.

Memorize these questions. Use them.

Come up with your own business specific OEQ's.

Remember ... Think like a Doctor.

• What do you want?
• What’s stopping you from getting it?
• What were you hoping I might be able to do for you?
• What would happen if you do nothing?
• What would happen if you keep doing what you’re doing?
• What seems to be the real problem here?
• How serious is the situation?
• If you could go back to when you started this project, what would you do differently?
• What’s one thing you really don’t like about the way things are currently going?
• What’s the one thing you would change immediately?
• When did you first realize that you needed to do things differently?
• How long have you been considering doing something about this?
• What’s all this costing you?
• How important is it for you to find a better way to handle this?
• What has this situation caused you to sacrifice?
• What are you doing to resolve this?
• What would you like me to do next?
• What’s the biggest challenge you’re facing right now?
• What steps are you following to accomplish X? How’s it working?

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