360 Degree ROI White Paper
There are many books, articles and even movies on sales and sales process. They all have
one thing in common. "Ask a lot of questions." Well they are right. You have two ears and one mouth use them in
that proportion is what my father always told me. The problem for most people selling is what should those questions be? Guides
to selling often categorize the questions for you. They tell you the types of questions to ask, how to ask them and who to
ask. What is missing in the vast majority of these programs is how we develop the questions so that decisions can be made
by both the selling party and the buyer. This paper is about the use of ROI questioning throughout the sales process. The
information herein should not replace your sales methodology (i.e. SPIN, Solution Selling, Sandler, etc.) but enhance it with
a solid method for developing questions for each stage of the selling process. To learn more please complete the form and
download the paper.
