In tennis, the simplest point, and if you do it well the most effective, is the serve and volley.
Put in a good serve, and follow up with a volley that puts the point away.
Same in selling.
The serve: Ask a simple question to which there is only one answer,
The volley: Follow up with a related question that closes the sale, or moves it to the decision point by a decision-maker.
“Do you believe that a machine that processes this task faster would help with the backlog?”
“Would the XYZ machine, with double the capacity of your current at a comparable cost be of any interest?”
Serve….. Volley….. Sale.
