Page 94 - CSW - BT Cisco Sales Workshop
P. 94
Advanced Questioning
1. “I see your company is trying to reduce costs by 11% this year… What effect will
that have on warehouse operations?”
“It means we’re expected to handle 10% extra goods this year but without increasing our
costs or headcount”
2. “So what would be the consequences of not meeting that 10% objective?”
“It means we’d struggle to stay competitive…”
3. “What would be the implications of being uncompetitive in your market?”
“Taken over…
“Go out of business…
“Lose their job…
