--- title: Lead with Questions - Closing Techniques - CCSalesPro description: Have you ever noticed that professionals in every industry lead with questions?  When you go to the doctor’s office, you will be asked many questions.  The doctor will conduct tests before providing a diagnosis.  A good lawyer will spend 90% of his billable time learning about your situation before providing the correct legal advice.  In […] --- Blog # Lead with Questions – Closing Techniques Have you ever noticed that professionals in every industry lead with questions? When you go to the doctor’s office, you will be asked many questions. The doctor will conduct tests before providing a diagnosis. A good lawyer will spend 90% of his billable time learning about your situation before providing the correct legal advice. In […] [ James Shepherd ](https://www.ccsalespro.com/blog/author/james-shepherd) Feb 28, 2012 --- Have you ever noticed that professionals in every industry lead with questions?  When you go to the doctor’s office, you will be asked many questions.  The doctor will conduct tests before providing a diagnosis.  A good lawyer will spend 90% of his billable time learning about your situation before providing the correct legal advice.  In the same way, professional sales people lead towards a close with questions. In this video (a borrow from Tom Hopkins’ materials) is a discussion of the two best questions with which to lead.  These are “Ownership Questions” and “Alternate Advance Questions.”   Ownership questions get the prospect to change thought processes from “If I Switch” to “When I switch.” Alternate Advance Questions lead the owner with a “Yes” or “Yes” question.  In other words, no matter what the owner answers, he or she is agreeing to move forward in the sales process. Please watch the video below for more information: ***Read the previous post:  [Persistence and Patience Create Profit](https://www.ccsalespro.com/persistence-and-patience-create-profit/)*** > [Persistence and Patience Create Profit](https://www.ccsalespro.com/persistence-and-patience-create-profit/) ***Read the next post:  [Using LinkedIn to Generate Leads](https://www.ccsalespro.com/creating-merchant-services-leads-linkedin/)*** > [Creating Merchant Services Leads with LinkedIn](https://www.ccsalespro.com/creating-merchant-services-leads-linkedin/)   [Blog](https://www.ccsalespro.com/blog/tag/blog) [Closing](https://www.ccsalespro.com/blog/tag/closing) [![https://www.ccsalespro.com/2026](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/Vertical%20Mastery%20Webinar%20ad.jpg "https://www.ccsalespro.com/2026")](https://www.ccsalespro.com/2026) [![https://fullstackpayments.com/download-app](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/FSP%20vertical%20ad.png "https://fullstackpayments.com/download-app")](https://fullstackpayments.com/download-app) [![How to Sell Merchant Services eBook](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-2.jpg "How to Sell Merchant Services eBook")](https://www.ccsalespro.com/how-to-sell-merchant-services-in-6-steps) [![GetIsoAmp.com](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-(1).jpg "GetIsoAmp.com")](https://getisoamp.com/index.php/request-demo/) ## Similar posts Blog ### [Can I make 100K per year selling merchant services?](https://www.ccsalespro.com/blog/can-i-make-100k-per-year-selling-merchant-services) I received that question this morning and have received a similar question before. So I thought I would answer it to the best of my ability below... James Shepherd Jun 3, 2015 Blog ### [How do I find new merchants that are not open yet?](https://www.ccsalespro.com/blog/how-do-i-find-new-merchants-that-are-not-open-yet) This is the question I received today and I wanted to publish my response because this is a great question! We all know that if we can somehow get a... James Shepherd Nov 1, 2012 Blog ### [2 Quick Tips on Selling Merchant Services Part Time](https://www.ccsalespro.com/blog/2-quick-tips-on-selling-merchant-services-part-time) Before you read this article read Part 1 on selling Part Time. I want to give you some quick tips on how to use your limited time effectively. I will... James Shepherd May 7, 2012 ### Get notified about new blog posts Enter your email to have each new CCSalesPro blog article delivered straight to your inbox. 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