Start asking your current customers and prospects tough questions. Nothing builds creditability faster than someone who is not afraid to ask difficult questions undaunted.

Sales people have a tendency to shy away from questions that might cause tension, resentment, or embarrassment. Most of these center around a few basic topics: credit, payment, terms, overdue payments, delivery schedules, and interpersonal conflict and price. Why do we, as sales people, become apprehensive when faced with challenging circumstances that cause us to knuckle under due to pressure?

We fear that by asking tough questions our prospect or suspect will find us to be pushy or nosey and turn to the competition for an easier solution to his or her needs.

Why were you asked to submit a proposal? There has to be a reason for asking your company to participate in the bidding process. Odds are good that the prospect needs you, your service, your products, and your expertise.

If this is the case, get to the heart of the matter. Before the specs of the deal have been hammered out, try asking the tough questions on your initial fact-finding call. Do not wait to find out if your prospect is adamant about the 45 day pay period versus your company's policy of 30 days. The sooner you get these types of issues on the table, the faster you and your manager can determine if this is a piece of business you want. It is possible the prospect is better suited with the competition.

Do You Want Respect?

Be tough up front. Your customers expect it. The lack of tough investigating questions and statements might cause your customer to wonder if you really care about his or her needs and desires in the first place.

Consider this:

Promote forward thinking.

Ask tough questions.

Is this project funded?

What is your budget for this project?

Can you meet our terms?

If price were not an issue, with whom would you do business?

Consider this:

• Promote forward thinking.
• Make tough statements.
• The down payment is 35% due at signing.
• We need a five-year commitment for these rates.
• Our contract has an escalation clause. Let me explain . . .
• Penalties for late payments are . . .