The art of asking questions is so important in understanding your customer. With smart questions,
you can build rapport, become likeable and be seen as Figure of Authority
Questions help you understand your client’s needs, wants and motivations. Ultimately Questions,
provoke thought, and that thought creates emotions. So, the right questions can invoke the right call
to action.
Think about a therapist, People pay them 1000s to listen and ask questions that help them deal with
their problems. Therapists are experts for asking clever questions. Yes, those questions have purpose
and direction, but that proves the power of questions. It is one of the best sales techniques to
master. Its what the conversation should be based on and it’s what should be taken up most of the
time.
HERE ARE SOME QUESTIONING TECHNIQUES:
OPEN-ENDED QUESTIONS
Asking why, how, when, who, what, where
These words leave plenty of room for answers. These words are great for holding a conversation.
These are the best types of questions that can be asked, I link this to an iceberg, an iceberg\’s mass is
below the water surface. Asking deeper questions rather than short narrow one-word answer questions. These are thought to provoke and stimulating type questions and boosts conversations in a
great manner.
CURIOUS QUESTIONS
These questions are stated in a manner that shows interested without judgment. These build likeability.
Showing an interest in someone with no judgment is a powerful technique to build trust and favor.
LIKABILITY QUESTIONS
People love talking about themselves, so if you ask them about themselves or matters, they’re
interested in, you will get engaged and receive a lasting conversation. Make a note to center your
questions around your customer and see how positive the response will be.
YELLOW BRICK ROAD QUESTIONING
These are leading questions, questions you already know the answers to, typically the answers are
short. These questions are to direct the client in a direction you want.
EG: Tired of wasting money on bad decisions? Wish there were an easier way? You lead them to your
solution in a manner they agree is via their conclusion because of the answer. Their confirmation at
every question Typically yes or no questions helps them affrm these conclusions.
TRIGGERS
Questions used to trigger an emotion can be positive or negative. The question is around bringing
up a feeling within your client. Emotions are the route to any sale; you can use triggers to get the
desired outcome for your pitch. Triggers are usually starting points, trying to see what direction to
go with… Feeling the situation to proceed.
INTEL GATHERING QUESTIONS
Where you ask to learn and understand better. You try to find context.
EG: how long have you been trading for?
When was the last time you met with an advisor?
You just trying to build up a background or case and have a better understanding.
GOAL QUESTIONING
Questions around getting to know your prospects goals in line with your solution. In sales it is wise
to bring your customers closer to their goals, so you need to know what their goals are. And the best
way to do that is by asking
HYPOTHETICAL QUESTIONS
These are “What If” questions. These are scenarios posed negatively or positively to get the client to
think about what if they do… or do not… take the products and solutions. The effect either way.
SPIN SELLING QUESTIONS
Situational questions: Understanding the situation
Problem questions: Exploring the problems
Implication questions: What if these problems go unresolved
Need to pay of questions: How would the situation change if the solution is found then the stage is
set, and you offer your solution.
EXAMPLE OF A SALES RECRUITING SPECIALIST (SPIN)
Situational questions: How do you currently find sales staff?
Problem questions: Do you find it difficult to fill sales positions with Quality candidates?
Implication questions: How does it affect your business by hiring nonperforming sales staff?
Need to pay of questions: If you were able to get your hands on a list of quality sales candidates,
how would that assist you?