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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