EventQuestion

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One type of SalesQuestion that is particularly effective is to ask them how they would deal with new events that are likely, perhaps inevitable, but far enough out of the daily grind that they are not taking care of that eventuality. Perhaps the events are indeed part of the daily grind, but they aren't being addressed properly. By identifying a problem they have not solved, you have created an opportunity for you to come in with a solution.

In many ways, this strategy is selling based on fear. You can do that if you want, but it's not a very honest or genuine or trustworthy way of selling. A more positive way of posing these questions is to simply raise the point that they aren't handling their situation as efficiently or as steadily as they might if they brought you, your services, your community in to help.

Event questions come in the form of, "If this event happened, how would you respond?" where the event and the response vary with the context. If you want to be less fearful, you might say When/how do instead of If/how would.

Examples

If your spouse died, how would you pay your mortgage? Your kids tuition?
If your customer switched to your main competitor, how would you spin the public relations?
When a spambot carpetbombs your wiki, how do you ensure ongoing conversations are not disrupted?

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EventQuestion

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