It's no secret that great questions are the key to shortening the B2B sales cycle. That mystery was solved with Neil Rackham's SPIN Selling research. Salespeople that ask resonating questions win more business, faster than those who ask average questions. So, this morning I challenged myself – how many questions could I come up with in 30 minutes that any B2B salesperson could use to shorten the sales cycle and increase their win rate. Here are the 36 I came up with:
