Thursday, January 10, 2013
Lots of people have trouble with the notion of closing because it creates all kinds of fear of rejection. You can calm down your fear of rejection by remembering that closing starts at the beginning. Remember the open-ended questions and use them a lot. When you ask open-ended questions, the person is going to come to conclusions sooner and you get them signed up to buy. Remember questions like this, “How would you like to proceed? What’s the next step? How would you like a proposal? How many would you like? When do you want to start?” If you remember those kinds of questions, you are going to get much less anxiety and you’re much more likely to close the deal sooner.
Thursday, December 20, 2012
If you are logical, this will appeal to you and it will particularly work if the person to whom you are talking is also logical. You will want to remember your algebra. If you remember algebra, you remember something like this: If A is true and if B is true then C must also be true. If you remember it that way, then you can create questions in that sequence and get somebody to conclude that it is a good idea to buy. Sir, would you agree that this is important. Yes. Would you also agree that that is important? Yes. Well, then clearly this product would be good because it would serve your needs. Oh, I see what you are talking about. If you think about it that way and position those questions, with practice you are going to get much better sales and much better results.
Wednesday, December 12, 2012
A leading question is a question that answers “Yes” all the
time, and you start it with “certainly” or “of course.” When you do this, think about what is
obvious. It is curious that when you
point out the obvious, people actually get relived and they are much more
interested in buying or they feel very good about the value. You might say something like this, “Certainly
you are going to want to get the best return on this investment” or “Of course
you’ll want this to come in on time and on budget.” If you remember, pointing out the obvious,
open with “certainly” or “of course,” the person actually likes it and they
feel much better. So, it might work
something like this, “Certainly you are going want to read this blog on a regular
basis.”
Friday, December 7, 2012
The two-option or three-option move--this is an open-ended question, so you always want to start it with the word “Which.” For example, if I want to meet with you next week, I would ask, “Which day is better for you, Monday or Tuesday?” Remember to put your preferred option last. Or, a three-option move is where you give three options and put the preferred option last. So I would ask, “Which day is better to meet you next week, Monday, Tuesday, or Wednesday?” Remember, the preferred option is last. You can ask two or three options. Make sure you open with the question, “Which?” So, ask the two-option or three-option move, put the “which” in front and it will sound something like this, “Which is better for you, buying one CD, two CD’s or the entire series?”
Thursday, November 29, 2012
Tie downs are very under-utilized skills that allow people to feel good about their judgment or their taste. They are close-ended questions that are a form of “that is true, isn’t it?” Or “that is true, yes.” What you want to do is
Thursday, November 8, 2012
If you want to sell somebody something, if you want them to
sign-up, you want them to conclude quickly that it is a good idea. You want to create a condition in which
people actually want to buy. You can
increase that likelihood by asking open-ended questions. Open-ended questions are questions that start
with: what, where, how, who, which, when. Remember them… what, where, how, who, which, when.
If you can get into the habit of asking questions like that, you are
much more likely to get people to sign up.
If you are like most people, unconsciously, you are going to ask
close-ended questions and you are going to get “no” too often. So remember, what, where, how, who, which, when and you will get much better
results when you want to persuade anyone to do anything. What are your thoughts?
Tuesday, November 6, 2012
When you ask people a close-ended question you are likely to
get a “yes” or a “no” answer. The key is
to position the question so that you get a “yes” most of the time. It’s called getting the person in the
direction of “yes.” If you think through
how you want to ask the question, and you think that you want to get a “yes,”
then you want to position your question accordingly. More than half the time, if you fail to be
careful, you are going to get a “no” answer, and the more “no’s” creates more
resistance. So if you want to persuade
anyone to do anything, think through how you ask the question. Ask the question so that you are more than
likely to get a “yes.” For example,
“Does that make sense? Well, of course
that makes sense!” That’s the way it
works.
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