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|New Jersey Business
Lawyer | Business Formation
| LLC Limited Liability Company | IRS Tax | Business
Purchase | LLC Lawyer
People Overpay the
Government...But Certainly Not our clients!
J. Cappuccio, J.D., LL.M. (Tax)
Counsellor at Law
1800 Chapel Avenue West, Suite 128
Cherry Hill, New Jersey 08002 US
(856) 665-2121 Fax (856) 665-9005
People Overpay the Government ...But Certainly Not Our Clients!
Small and Emerging Businesses become more profitable!
Basic Questions Prompt
chances of closing a deal are commensurate with the amount of time the
prospective buyer spends talking.
rule of thumb: Let the customer
talk 80 percent of the time. You fill in the remaining 20 percent with
insightful questions and solutions.
prospect to talk, you must start peeling back the layers, much as you
would with an onion. Come up with at least six effective
questions to ask that will help you strip away the outer layers
until you reach the core.
It's really a two-part process. Start with the basics about the
customer's company and then move into the problem areas.
Part 1: The
open-ended questions that elicit more than one-word answers:
Tell me about your products and services.
Where are your businesses located?
How did you get started in business?
Part 2: The Problems. Focus
on where the prospect needs assistance:
What are the biggest
challenges you face running your company?
What types of business
worries keep you up at night?
How frequently do
production problems occur and how do they affect your company?
When you hear a problem, it's normal to want to solve it.
Don’t fall into this trap. A better approach is to continue
the questioning to get even more information. The
more answers you have, the better your chances of closing the sale.
2007 Ronald J.
Cappuccio, J.D., LL.M.(Tax) 1800 Chapel
Avenue West, Suite 128 Cherry Hill, NJ 08002 USA