Mar 2, 2020
Your Ending Question will invite VITO to take the next step and explore your ideas further, or you could ask about VITO’s specific business interests.
Do not ask for an appointment.
Do not ask for a purchasing decision.
Do not ask an obvious question in an attempt to force VITO to say the word “yes”.
> Include VITO’s name
> Incorporate the element of time
> Pose an interesting business question
> Invite VITO to take the next step
“Ms. Importanta, what would be the best way to see if our proven, repeatable process could help your company realize similar or even greater benefits this [year]?”
“Mr. Benefito, where would you like to see the biggest improvement in the shortest period of time in your organization?”
“Ms. Importanta, who on your team would you like for me to continue this conversation with between now and the end of this business day?”
Oh, don’t worry…VITO may try to send you off to someone else but there’s more to come!