Archive for asking questions
Ask better questions
Posted by: | CommentsWhat do you need answer to in your life, family and career?
Write down as a question what you need solutions to and watch how you attract into your life the answers you need. Expect the best and watch what happens! Learn more
How to ask great questions part 6
Posted by: | CommentsHave you ever thought about questions as having levels? Watch a trial attorney in action. Many cases are won or lost based on the skill of the attorney asking questions. Some of the questions seem safe and mundane while others go straight for the jugular.
The way we know the effectiveness is by watching the reaction of the witness or jury. The same is true for clients.
If we ask a question the wrong way or ask the wrong question we can get an adverse reaction from the prospect. This is called Gapping. We’ve all been there and often not realized why or how we got there.
So, to help increase effectiveness and avoid gapping, here are the Five Levels of questions.
1 SAFE QUESTIONS:
Draw out information
Relax the other per-son
Releases tension
Does not require deep thought or analysis
“How are you today?”
2 CLOSED QUESTIONS:
Yes/no
True/false
Specific responses/facts
Interrogation
3 OPEN QUESTIONS:
“Are you looking for a new or used car?”
4 ESSAY QUESTIONS:
Allows elaboration
Encourages sharing
More participation
Discover motivation
“What type of equipment do you like on your car?”
4 INTERVIEW QUESTIONS:
Specific agenda
More depth
Get closer to person
Values emerge
Intellectual vs. feeling
“Other than the price, what is important to you in a car?”
5 CONGRUENT QUESTIONS:
Core issues
Sensitive
Involve feelings
Can create harmony
Generates self-disclosure
“What would need to exist for you to convince yourself to do business with us today?”
Most people stay at the first two levels. Going to higher levels requires more skill, more trust and more rapport. It sometimes also requires the willingness to take a risk because the likelihood of gapping is greater at the higher levels.
Understanding this concept of questions also helps us understand why there can be disparity in perceptions during the sales process. We gap and don’t even realize it! That is why asking questions effectively is an art and not a science. If we are on target with clients we will be able to move from safe questions to congruent questions by the end of the sales process.
The key to constructing effective “word tracks” is using questions effectively. Having a process to help is just one more tool to be both more successful and more professional.
“What would need to exist for you to convince yourself to do business with us today?”
You can aquire more communication skills with our newest book, Just Ask, Learn more…
How to ask great questions part 5
Posted by: | Comments“Would it be all right if I asked you a few questions? Who, besides yourself will be using or enjoying your new car? Will this person be involved in the final decision or will that be your responsibility?”
Now, isn’t that approach a little more acceptable than a blatantly asking someone if they can make the decision?
Having this skill set in place enables a sales consultant to be “100% scripted and 50% flexible”. In other words, by having a process to create a bank of scripted questions, a sales consultant can be flexible in applying the most effective questions based on their observation and assessment of the client.
The result is a smooth and polished presentation that comes across as genuine.
Customer Satisfaction isn’t something we do. It’s everything we do that affects our clients. It helps to match our intent with our behavior.
“With this approach, we can be effective without coming across as canned, insincere, or an interrogator.”
Designing Questions
. . . Asking Questions
