One powerful tool a salesperson can use to gather information from his prospective client is the 0-10 scale. The salesman can ask a question such as, “On a scale from 0-10, how satisfied are you with your current product.” If the person answers with a number lower than 10, the salesperson can respond with, “and why aren’t you a 10?” This will force the prospective client to think about what is wrong with the current product or service they have and then the salesman can swoop in and find true pain.
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