How to Ask the Right Questions to Close a Deal

I think some of them really have no idea. This is a perfunctory process. So if you attempt as the new business person to raise the level of conversation with the prospective client, I think some of those prospects would know exactly how to take those cues and ask the right questions. They might be a little bit surprised. And again, process is Canadian for process and process is vital to closing. It's highly unlikely that you're going to close a really big deal without at some point sharing with the client how you work.