Your opening question on a sales call. Most salespeople start out with sales-puke. A bunch of info about their company and their product. Yuck. ASK A SMART QUESTION IMMEDIATELY, AND THEY'LL IMMEDIATELY THINK YOU'RE SMART. For example ... How much is your image worth? Do you have a specific game plan for image this year? How much does one lost hour of productivity cost the company? How much does it cost to lose an employee? If you were paying 20% more for your _________ than you had to, how would you know it?
