Where are you Goin’? - Simply Sales with Scott

 

From Uncertainty to Excitement: Guiding Clients with the Right Questions

 

Contributed By: Scott Koepf, Chief Strategy Officer (CSO)– Cruise Planners

 

There is a song from a musical that is not produced often that may seem to summarize the qualifying step in the sales process. In Paint Your Wagon, the gold rush has folks looking for riches but really have no idea where they are headed or what to expect. You may even get a similar response when you begin asking questions to a potential client:

 

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Where am I goin'?

I don't know

Where am I headin'?

I ain't certain

All I know

Is I am on my way

When will I be there?

I don't know

When will I get there?

I ain't certain

All that I know

Is I am on my way

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