Open or Closed?
Do you use other vendors?
Closed..... why?
Do you use other vendors?
What other vendors are involved in your purchasing method?
Confirm a need to demonstrate what?
That you understand the Customer's need.
Our shipping department is having troubles keeping up with workload
"Tell me more about your current process in your shipping department"
Bob Rohrman just opened a new dealership!
Circumstance... why?
How many employees do you have in your office?
Closed.... why?
Do you have any new projects coming up?
What projects do you have coming up in the next year?
build a clear, complete and mutual WHAT?
Understanding
My laptops are older and my sales reps are having issues connecting at times
How has that impacted your business?
I want Lakefield to be known as the best place to take your pet.
Need behind the need... Why?
How did your company come to that decision?
Open....why?
Is price important to you when choosing a vendor?
What are a few things that are important to you when choosing a vendor?
Asking only open questions can lead to what?
lack of focus and direction
I have 3 suppliers and I have to stop once a week and pickup supplies from Sams Club and it takes so much time out of my day.
How would it benefit you if you were able to consolidate all of your purchasing into one location?
I wish Lion's Den could re-open our locations.
Need... why?
Were there any factors in choosing your new vendor?
Closed....why?
Does running to office depot take time out of your day?
How does running to Office Depot effect your day?
Asking only closed questions can lead to what?
The customer might feel interrogated
I have 20 sales reps in the field all of which buy from multiple resources.
Tell me more about that.
I want our Insomnia stores to be safe for our customers and our employees.
Need... why?
How do associates in your office currently go about ordering supplies?
Open....why?
Have you had any issues with ordering through the other vendors?
What problems have you experienced ordering through multiple vendors?
What are the most effective questions?
Informed questions leverage your expertise and pre-call planning.
I am moving all of my purchasing to one company.
How did you make that decision?
We need to raise rents in southern California to hit our 2020 numbers here at Trinity.
Need Behind the Need ... why?