WHAT KIND OF QUESTIONS
YOU USING ANYWAY?
Sales is a “race to need.” The quicker we understand what the Buyer needs, the easier our job becomes. So, how do we determine what our Buyers need? We ask questions.
There are two (2) types of questions:
Open-ended – which invite an “expansive” response.
Close-ended – which result in “yes-no” responses.
How we craft our questions determine the quality of the responses.
The use of these three (3) question words will guarantee an expansive response:
WHAT, WHY & HOW.
These words “invite” dialogue into the conversation, thus they are called “Inviters.”
Four (4) other question words can assist, as well.
WHERE, WHEN, WHICH & WHO.
Because these words result neither in an expansive nor a yes/no response, they are called “Tweeners.”
On the other hand, there are twenty four (24) question words that result in a yes/no response:
CAN, WILL, IS, ARE, DID, DIDN’T, COULD, COULDN’T, CAN’T, MAY, DID, DO, SHOULD, SHOULDN’T, WON’T, WERE, WEREN’T, DON’T, DOES, RIGHT, WASN’T, SHALL, WOULD, WOULDN’T.
These words often “shut” down dialogue, thus they are called “Shutters.”
Without thinking, most Sellers’s default questioning mode is stuck on Shutters. Don’t ask me why, it just is. Pay attention to the words other Sellers and Managers use – and yourself – and you’ll see what I mean.
It makes a lot more sense to use Inviters. Asking open-ended questions work well for Buyers and Sellers. Buyers are able to tell us clearly the issues they face in their business. And, the Seller benefits by listening and understanding. Open-ended questions enhance the overall dialogue between both parties.
So, steer away from those awful Shutters and focus on using Inviters (and Tweeners).
How’s that sound?
Good Selling to you!
SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System. Morsels edited by Jim Olson.
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