Verbs VS Interrogatives: How to Ask Buyers the Right Kind of Questions
The more you ask, the more you’ll hear, and the more you’ll learn about why someone is looking to purchase your work.
Which, obviously, gives you the information you need to figure out if you can or can’t help them.
But the easiest kind of question to ask, is also the worst:
Binary questions, which usually start with a verb.
“Can you see this working for you?”
“Have you tried other solutions before?”
“Is the problem you describe something you want to solve at this point in time?”
You might get a yes, you might get a no… but even a yes isn’t the same thing as a purchase.
And, how do you proceed, after you get an answer to a binary question?
You opened a door, they threw an answer at you, and now you have to ask another question, from scratch.
This way, you don’t advance the sales process.
Instead, ask questions that start with an interrogative.
“What would make this work for you?”
“What other solutions have you tried before?”
“How urgent is it for you, to solve this problem?”
Questions like these are powerful, because they cause the other person to think, to see things from different angles, and to create their own vision — which is important because it’s their vision of either the pain of not solving the problem, or the joy of having solved it, that causes them to buy in to making a decision to do so.
Whereas binary questions suggest that your vision — not theirs — is relevant to them. Which it might be, but they don’t care unless they see it.
And the best way for you to get someone to *see* the usefulness and power of that vision, is to ask questions switch on their brain and inner cinema.
Binary questions, the verb-led ones can easily cause distrust, objections and resistance.
So, ask interrogative-questions instead, because those are the ones that move the sales process forward, while leaving autonomy with the buyer.
Here’s another example:
What would it do for your business, if you learned ethical selling?
Originally published at MartinStellar.com.