As a top sales consultant and keynote speaker, here’s the million-dollar question that can double your business in two years: “What are the three results you need to generate from your next supply agreement?”

This is what I call an issues-based question—designed to prompt someone to think about their future and what truly matters to them. It creates the emotional connection you’re looking for while triggering oxytocin and dopamine in their brains, fostering engagement and interest.

A major multi-chemical corporation used this question to initiate the renewal negotiation of a 3-year supply agreement. The result? New conversations that led to the first-ever negotiated 10-year supply agreement, worth $200M.

Most salespeople start meetings with status-based questions, such as “Who are you buying from today?” or “What are you using?” These questions often increase customer anxiety—why should they bother explaining their current situation if you haven’t shown them what’s in it for them?

You provide value by asking issues-based questions that focus on what your customer is trying to achieve—their destination. That’s when you achieve true velocity: speed with direction.

Ready to see how this strategy can work for you? Let’s grab a 15-minute Zoom coffee to start transforming your results today! https://calendly.com/ronkarr/30min

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