So, what do I mean when I refer to a “deal-breaking” question? I’m talking about questions like, “How are the utilities metered and billed? Do the tenants pay directly for their energy usage?” or “Would you be able to be shut down this facility for an entire day during the installation process?” Perhaps your prospect would be fine shutting down the building during the installation process; however, if their building MUST remain operational 24/7, it’s best to know that immediately. If you ask these tough questions upfront, believe me, they’re not rapport-busters. They are time-savers, and your prospect will appreciate the fact that you asked them the tough questions before proceeding too far into the sales process.
