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Not sure what questions to ask?

Feeling stuck on what and/or how you should ask questions regarding an opportunity you are pursuing?  An approach that should get you going...


Work backwards

The best place to start is based on the information you need...


·  Make a list of the information you are seeking

·  Put the list in order of importance to that opportunity.  Note - some information is “must have” (e.g. client’s decision timeline), some is “nice to have”.

· Create open ended questions that help you obtain the information (starting with who, how, what, when, where or why).


Connecting with a co-worker or partner can help you identify the critical information and give you an opportunity to review the questions. 


Feel free to contact me directly if you would like some guidance!



Marc Kitz, Sales Coach 




Checkout my Sales Coaching blog -

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