“Do you want fries with that?”

That is the single most powerful question that has ever been asked in the history of the American economy. It has created billions of dollars worth of revenue. It has spawned thousands of other up-selling tactics in the same industry, including “super-sizing” and “biggie.”

Every person reading this column has been asked “Do you want fries with that?” and has answered in the affirmative — some more than others.

That question is not just an example. It’s a lesson. Here’s why.

1. It’s a closing question.

2. It’s an up-sell question.

3. It’s an easy question to teach anyone to ask.

4. It’s not an abrasive question.

5. It’s an easy question to say “yes” to.

6. It’s a money question.

6.5. It works.

McDonald’s Corp. restaurants have been asking that question in one form or another for more than 20 years. They have learned the power of up-selling or add-on. They have an advantage when asking this question because the people they are asking are hungry. It’s the perfect time to ask.

At a restaurant, your server will come by after you’ve finished your entree and ask if you want dessert. Most people say “no” because they are full.

The key to asking a great question is asking it at the right time.

Which brings me to my point. Most salespeople ask the wrong questions, or they ask the right questions at the wrong time. The science of questioning is the heart of the sale.

How critical are questions? The first personal (rapport) question sets the tone for the meeting, and the first business question sets the tone for the sale. That’s critical.

What are the benefits of asking the right questions? Now, that’s a good question.

Here are 9.5 benefits to make sales by:

1. Qualify the buyer.

2. Establish rapport.

3. Create prospect disparity.

4. Eliminate or differentiate from the competition.

5. Build credibility.

6. Know the customer and her business.

7. Identify needs.

8. Find hot buttons.

9. Get personal information.

9.5. Close the sale.

All of these answers come from asking the right questions. Power questions.

So, what’s a power question? A question about the prospect that makes him or her stop and think and answer in terms of you.

“Do you want fries with that?” is not just a power question; it’s a powerful question. My challenge to you is, what’s yours? What questions are you asking that will differentiate you from your competition, make your customer consider new information or make you look as if you have prepared for the sales call? What questions are you asking that will make you appear to be an expert in your field and give your prospective customer confidence in you?

Let me share a few answers that will help you build your arsenal of power questions.

• Stop asking questions in terms of you and start asking questions in terms of your customer. Questions like “Who are you using right now?” and “Can I bid on that?” are questions in terms of you. Ask questions that encourage the customer to talk about his or her experience. Focus on questions that will show how the customer will profit or produce more.

• Stop asking stupid questions that don’t engage the customer’s interest. Instead of saying “Tell me a little bit more about your business,” say “Tell me how you got started in this business.”

• Stop asking sales questions and start asking consulting questions. Instead of saying “If I can deliver by the 14th, will you take it?” start asking “When would you like to begin producing more?” or “When would you like your profit to kick in?”

• Ask questions that build a relationship, not those that promote a transaction. Short-term salespeople are concerned with delivery dates and commissions. Long-term salespeople are interested in seamless delivery, service follow-up, reorders and referrals.

This is not hard sell; it’s heart sell. Good questions get to the heart of the problem or the need very quickly, and the buyer doesn’t feel pushed. Use the questioning process early and often.

If asked the question “Do you want fries with that?” when you’re hungry, I dare you to say “no.” Talk to your customers when they’re hungry.

Free GitBit: I have prepared a free list of lead-in phrases for power questions. All you have to do is fill in your information. Go to www.gitomer.com, register if you’re a first-time user, and enter the words POWER QUESTIONS in the GitBit box.

Jeffrey Gitomer’s newest book is “The Patterson Principles of Selling.” He can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com.