Yesterday I was crossing the Canada/US border enroute to work with a new client. The custom’s officer asked typical questions such as “What’s your citizenship?” “Do you have any food or alcohol?” along with a few others. Then, as she handed me my passport, she asked, “What else would you like to add?”
A dozen thoughts ran through my head before I smiled and said, “It’s a great day isn’t it?” We exchanged a few more pleasantries and I headed toward the interstate.
For several minutes I wondered why she asked that question, because in my mind, it seemed very random. However, I started to think about the possible responses she might hear and reactions she might see as a result.
The more I thought about it, the more I realized that this could be a great question to ask new prospects. It could uncover additional opportunities, potential challenges or roadblocks, or reveal another motivator behind the buying decision.
I once spoke to a manager who told me about an interview he had recently conducted. During the interview he asked, “What else should I know that you haven’t told me yet?” and the person he was speaking with replied, “I have a criminal record.” Further questioning uncovered that the potential candidate had been jailed for fraud. Needless to say, he wasn’t hired.
During your next sales meeting—face-to-face or telephone—consider asking this question when you think you have all the information you need to move forward. You may just uncover something important that will influence your approach, affect your solution or improve your offering.
Planning a sales meeting, sales training or other related event? I might be able to help you get a higher ROI. Give me a call and we can discuss. 905-633-7750.