One Question to Determine Buyers

How would you like to have just one question that will almost always positively identify a buyer?

Believe it or not, there is such a question, and it’s an easy question, but very few sales reps have ever thought to ask it.

Or, if they do know what that question is, they are afraid to ask it.

Why? Because it also identifies who is not a buyer—and they don’t want to hear no….

Okay: here’s the question:

“When are you looking to make this decision?”


“When are you looking to get (your product or service)?”

Yep! That’s it.

Buyers know when they are going to move, while shoppers don’t. Shoppers don’t have a timeline, and without a timeline, there is zero urgency.

Which means: you aren’t closing that deal anytime soon.

Regardless of your industry, you can ask this question and identify a buyer.

In fact, spend some time right now to work this, “And when are you looking to make this decision?” OR “And when are you looking to move on this?” into your list of qualifying questions.

And, by the way, this is also a great question to open a close with!

Try it this week and watch your number of sales go up—while the time you spend with unqualified, non-qualified buyers, go down!

Need More Proven Responses to the Selling Situations You Face Every Day?


If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated