In any sales team, each member has a different perception or set of criteria of what is important to themselves. Each team member comes from a collection of different sales experiences. When negotiating a specific sales issue with your customer, acknowledge this situation by asking the following question:

“Tell me how others on your sales team perceive this issue?”

This question shows your customer that you are savvy and sensitive to the different goals and approaches of his fellow sales team members, colleagues and superiors.

Getting to know your customer is only the beginning of your sales and business relationship. You must also learn about his colleagues and supe­riors who “call-the-shots” on purchasing decisions. Here’s the number-one question to ask:

“Who else besides yourself is involved in this decision-making process?”

This question helps you anticipate sales problems before they rear their troublesome heads—impressing your customer with your sensitivity to the fact that other employees have a say in these decisions.

All customers talk about what they want to do. How can you tell whether yours is truly a doer, or is all talk and no action? This question at the beginning of the sales negotiation will help you cut-to-the-chase:

“What actions will you pursue?” 

It’s that simple. If your customer goes into detail about his time frame, resources, and the activities or initiatives he plans to launch—you’ll know he’s thought the process through and is serious about working with you.

Is your customer planning ahead and thinking strategically? If he isn’t, are you sure you’re really talking to the key decision-maker? Find out with this question:

“What do you envision as the goals you want to accomplish three years from now?” 

This sales question taps into your customer’s big-picture mindset, helping you help him work toward his goals.

Last year, your customers bent over backwards to save money. Now that it’s 2010, they must shift their focus toward how to make money. Ask your customers questions that will get them planning how to increase revenue, how to grow market share, and how to secure more business at higher profit margins—start with this one:

“What will it take on my part to win that portion of the business you’re currently giving to our competition?”