Edwards, the godfather of all sales trainers, in his last CD “Questions are the
Answer” stated, the person who is asking the
questions is in charge of the situation. Edwards
further goes on to prove that your closing percentages will rise
dramatically by asking the right questions.
- Questions must be open-ended and personal – “how
do you feel about…”
- Compliment their answers – this will
build rapport and they will begin to let their guard down
- Ask additional questions
of the answers – It shows you’re listening and that
- As this goes on they will become much more honest
and from the heart
- You will have gained a friend
So why does
this work? Here’s the science behind questions and questions of the
shows that being asked a question triggers a mental reflex called
“instinctive elaboration.” When our brains focus on an answer to a
question, they can’t
possibly contemplate anything else.
“To put it bluntly, research shows that we can’t multitask.
We are biologically incapable of processing attention-rich inputs
– John Medina, Brain Rules
of all this puts
you in control and stops them from passing judgments.
In just a few minutes rapport is built and now you can move into
the features and benefits of the product.
that the question was personal allows the customer to speak about
themselves; a very rewarding
at Harvard University have discovered that sharing information about
ourselves is intrinsically rewarding. It’s why we spend 30-40% of our speech
doing it. A Harvard study (below) concluded that the reward center of our brain is
stronger when we share info about ourselves
vs. opinions of others: