Question: I was recently reading an article on sales where the author said that when it comes time to ask for the potential client's business you should say, "What needs to happen in order for us to work together?" It just doesn't feel right to me. What are your thoughts on this?
The question, "What needs to happen in order for us to work together?" is an old-style closing question that is no longer effective in today's market.
Whenever I hear it, my gut wretches and I want to scream, "You haven't shown me why it's worth my time and money to do business with you. You just want my money." The question itself puts the seller in a one-down position. It makes me feel that the seller is a commodity type player, not a pro. As a result, my usual response to them is, "I don't know."
Here's what you should do to close the call: