The reason that this is so important is not because "the first person that talks loses." The reason that this skill is so important is that we need to prove to ourselves that we are transitioning from presenting our products, services and solutions to asking people to make decisions. It's not manipulation. It's not high pressure. It's a natural conclusion to a discussion or sales call. We ask ourselves "What's next?" to move this process forward and the obligating question becomes evident to us.

Examples of obligating questions in all steps of sales process. Examples are:

"Who else, in addition to you, gets involved in deciding where you buy your ________?"

"When can we get together to meet?"

"Would you like a full truck load on Tuesday?"

"Have we earned the right to your business?"

"Can we compete for your business in the area of ___________?"

"Who else do you know who would benefit from our type of product and service

that you have come to rely on us for?"