The Power of Questions

Every one of our clients who have been through the training have commented that the one thing that has made a significant difference in their sales has been the idea of asking more questions. Having said that, be aware that not all questions are created equal. There are just as many dangerous questions as there are great questions. So how can you tell the difference?

The old adage is that there are closed questions (yes or no answers) and open questions (answers requiring a response other than yes or no). For the most part, open questions reign over closed questions unless you are in a closing situation then it reverses. The key to good questions is making sure the questions are thought provoking. To ask thought provoking questions you must understand the following.

Thought provoking questions come from the person you’re asking questions to. In other words, listening is the key to asking questions. Listening is not just hearing the words, it is taking mental note on the importance and meaning of the ¬†statement just made by the client. From the statement, ask a question based on something relevant from the statement. This will show the client you are listening. The best part is, when you listen and ask relevant, thought provoking questions, you get relevant thought provoked answers. These answers are the key to any sale. In today’s markets the narcissism of your customer is at an all time high. They do not want to hear your dog and pony show about how great your product is and why YOU think they buy it. What they want is for you to listen to the reasons they are in business, the means by which they keep their image high and the plans they have to move forward – AND THEN – see how your product fits their plan.

Questions to avoid: “Wouldn’t you agree …?”, “I am sure you are aware ….?”, ¬†“Couldn’t you see …?”, “How did our product work for you?” All of these type of questions lead the control of the sale into the hands of the client. They immediately give the client reason and cause to start negotiating on the spot. For example, if you were to ask a sharp business person any question that starts with “wouldn’t you agree…..?” the sharp business person would immediately not agree (whether they wanted to or not) just to put you on edge and start the negotiating process. They now have control. Oops, you lose.

The questions that we have developed are designed with strict psychological cause and meaning and are simply there to have the client express the way they do business and to let you know what they want from you to see if you can provide it. This is the most simplistic method of sales in today’s world. Use the questions, be smart with the questions, stop trying to sell them on your product, listen to why they need your product.


This entry was posted on Wednesday, October 10th, 2012 at 11:13 am and is filed under Tidbits. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

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