The document provides 20 suggested questions for engaging executives in thoughtful dialogue to gather information and establish relationships. The questions are intended as a starting point and should be tailored for each conversation. Active listening and follow up questions are important to create a conversational dialogue rather than a sales presentation. The goal is to uncover opportunities, establish credibility, and further critical relationships.

1. Executive Selling -
PEOPLE. PERFORMANCE. PROFITABILITY.
Suggested Probes
The ability to engage executives in thoughtful dialogue is an invaluable skill. It enables you to
gather information, uncover unstated opportunities, establish your credibility as a potential
resource, and ultimately further critical relationships. The questions below are examples and
should be used as a starting point for the development of well thought questions to be asked.
Of course, one’s ability to listen carefully and actively as well as asking follow up, clarifying
questions, will establish a conversational dialogue rather than a typical sales presentation.
1. Why did you agree to meet with me (us) today?
2. Are you satisfied with your current net income?
3. Where do you think it should be?
4. Are you satisfied with your current gross revenue?
5. How does it compare to industry standards?
6. Tell me about your business….
a. Who are your clients?
b. Describe your market.
c. How is your company different from your competitors?
d. What makes your company special?
e. Why should a client select your company?
f. If someone asked you what your company does, how would you answer?
g. How many clients do you have?
h. How is your business distributed?
i. Where does your revenue come from?
7. What are the current business conditions that are contributing to your current financial
status?
8. Is your industry changing?
9. How is your industry changing and how are you responding?
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Unauthorized duplication in whole or in part without permission is prohibited.

2. Executive Selling -
PEOPLE. PERFORMANCE. PROFITABILITY.
Suggested Probes
10. Is technology impacting your business? Why? How?
11. What role should your suppliers/vendors play in your business?
12. Do you have a favorite? How are they different? What do they do?
13. If we could assist you in increasing your revenue by ____% or your net income before
taxes by ______5% -______%, would you be willing to spend an hour with us to discuss
the opportunities?
14. I’ll bet you didn’t reach your current level of business without taking some risks nor
listening to unusual proposals, are you willing you listen to us?
15. Multiple-choice question: Of the four following four issues, which is the greatest
source of frustration to you today?
a. Recruiting, hiring and training employees.
b. Dramatic changes in technology.
c. Revenue generation.
d. Level of net income before taxes.
16. What are your top short term goals for company?
17. What are the contributing factors about your organization that will enable you to
achieve them?
18. What are the inhibiting factors within your organization (as well as outside your
organization) that are preventing you from achieving them?
19. If you had a magic wand and could fix anything as it relates to your business, what would
those areas be?
20. If I only had someone who could ________________ we could_____________.
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Peak Focus LLC © 2008-2013 • All rights reserved.
Unauthorized duplication in whole or in part without permission is prohibited.

3. PEOPLE. PERFORMANCE. PROFITABILITY.
About Peak Focus, LLC
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People. Performance. Profitability.
People. Performance. Profitability.
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a mixPeak Focus gives you we’ve created ourselves, as strengthen your team. With tools
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guide companies and individuals towardwe combine performance. Select yourto
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members with confidence, help your key playersdevelop their soft skills, and and learn
members with confidence, help your key players develop their soft skills, learn
how how to coach your entire team moreeffectivelyby engaging the experts at PeakPeak
to coach your entire team more effectively by engaging the experts at
Focus.
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Unauthorized duplication in whole or in part without permission is prohibited.