Pro-and-con questions help you get an accurate picture of what your customer likes and dislikes about your product or service.

What are Pro-and-con questions? See some example below:

If you could get more of anything we offer, what would that be? Why? If you could get less of anything we offer, what would that be? [...]

In the same way that a doctor asks diagnostic questions to identify the real causes behind a patient’s symptoms, the professional salesperson asks probing questions to identify the real needs behind the customer’s wants and motivations.

You mentioned that you are interested in “higher quality.” What exactly do you mean by that?
You told me earlier [...]

You can open the conversation with prospects in different ways, it is always important to know which type of person – DM or other you are speaking to. Build rapport is very important in the sales conversation. If you can’t build rapport you can sales …

Let me begin by saying that I really appreciate your interest [...]

You can open the conversation with prospects in different ways, it is always important to know which type of person – DM or other you are speaking to.

The reason for my call is to help you with your _______ needs. Am I right in assuming that this is an area with potential for improvement?
My purpose [...]

You can open the conversation with prospects in different ways, it is always important to know which type of person – DM or other you are speaking to:  Opening with benefits is the most powerful.

How would you like to save $2500 each month in maintenance costs?
Would you like to know about a computer system that [...]