If you are having difficulty putting together a logical and emotional reason why your potential customer or client should use you then look at the quality of the questions you asked initially.

It may not be the definitive list of questions to ask but I guarantee you, that if  you have managed to get the answers to all of the following questions then you are well on your way to a sale.

• What is the customers/clients  situation?

• What is the customer’s perspective on the situation?

• What is the customer doing? Why?

• What does the customer want to do? Why?

• What are the customers perceived or stated needs?

• What are the unstated or unrecognised needs?

• What are the customer’s problems and the priority of each?

• Where do these problems have the biggest impact?

• What are the customers buying criteria?

• What does the customer like and dislike?

• What has the customer already said no and yes to?

• What is the customers decision process?

• Who are your competitors? What are your comparative strengths and where do you rank?

• What are the customer’s time frames?

• What should the ideal solution contain?

• What can you present to build your credibility