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Sales-Clinching Questions include the word “YOU”

In Roxanne Emmerich’s August 6th issue of  GrowYourBank eZine, she shares the 4 rules for creating sales-clinching questions.

The first one is my favorite: Good questions include the word you.

Roxanne points out that you’ve already decided you would like to land this customer’s business. Now it’s time to convince the customer that the relationship will meet their needs.

  • What are your challenges?
  • What’s going well for you?

The other three rules:

  1. Don’t ask yes/no questions
  2. Keep it simple
  3. Talk about the pain of not making the right decision.

Read the article here.

The eZine is free and focused on growing your bank. I get nothing from Ms. Emmerich for promoting her eZine…I just think it is helpful! Here is her sign-up page.


About the Author
Linda Keith CPA is an expert in credit risk readiness and credit analysis. She trains banks and credit unions throughout the United States, both in-house and in open-enrollment sessions, on Tax Return and Financial Statement Analysis. She is in the trenches with lenders, analysts and underwriters helping them say "yes" to good loans. Creator of the Tax Return Analysis Virtual Classroom at, she speaks at banking associations on risk management, lending and director finance topics.