Asking Questions
Five-year-olds
Five-year-olds provides commentary on the “5 Whys” and “Reversing” Questioning techniques.
We aren’t merely acting like five-year-olds...
If our response is with a Buyer is “Why.”
…five consecutive times in a single line of questioning.
Five Whys is an iterative interrogatory technique to explore cause and effect relationships. Developed by Sakichi Toyoda, it became an integral part of the Lean philosophy.
- Asking questions and intently listening is one way of building Trust.
- Asking questions gets the Buyer talking and us listening.
- We learn more about the Customer when we are listening.
Question Asking is an essential skill of selling.
Reversing is especially useful:
-Prospect: “Why are you asking so many questions?”
-Your response: “Good question. Why do you ask?”
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I possess the information
Provides commentary on the discipline of withholding information to enable the use of Questioning techniques to draw more.
I possess the information that you seek…
But do I possess the professional discipline to withhold it?
Why is selling so hard?
Are you a problem-solver?
- Most salespeople are.
- It’s our nature to attack each problem.
- It’s our nature to “help” the customer by providing an answer.
It takes practice and discipline to withhold the answer.
Question Asking is an essential skill of selling.
Uncovering PAIN: the total cost to the business, the professional damage to a stakeholder…
Magic Wand is instrumental:
-Prospect: “We are having a terrible experience with compliance; how do you handle it?”
-Your response: “To help me understand your situation better, in a perfect world, how would you see this working in your environment?”
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