Everyone always wants to know the big questions that they need [to] ask in order to close the deal
But what they so often fail to recognize is that the many questions those little questions. That are in many ways
far more important to selling are
What's really key, there are a bunch of many questions that will not only help you close more deals
But will also help you understand so much more about your prospect and create way more value now
I have never publicly shared these questions before and they are game [changers] if you implement them
The key to any of these questions is to never assume
That you know what a prospect means when they say something let me repeat that
never assume that you know what [a] prospect means when they say something think of yourself as a
psychologist
Who is trying to peel [back] layer after layer of what's going on inside a person's head?
Use these questions to really get inside your prospects head in this video
I'm going to show you seven many questions to ask your prospects to create far more value check it out
Number one why do you say that [anytime] [a] prospect tells you something that you don't fully?
understand use this question you're going to find that your prospect always has more to say [on] a topic and
Getting to what's really there can pay huge dividends for example prospect says something like I really need help with this
Your response is why do you say that?
Then the prospect is likely to open up and say well, we've tried this and this and [so] on
You're going to get them sucked into the conversation number two
Tell me more this simple phrase can get a prospect to elaborate on any
Challenge that they mention for example a prospect says we're having challenges with employee retention
Your responses tell me more the prospect is then more comfortable to say well what we're really dealing with is this
You're going so much deeper [and] in more powerful level number three
Explain what you mean by [that] again your goal is to understand exactly
what's going on in your prospects head by telling them to explain what they mean by a certain statement or question you're
Inviting them in to share so much more
Prospect says it's been a disaster your response is well
Explain what you mean by [that] now they feel open to say well
We've had a plant [close]
and it's led to this this and this really powerful distinction number four really this short and
Beautiful question can pull out so much information from a prospect
It's amazing how prospects respond to this little gem
Prospect says we're way behind schedule as a result of this
Your response is really
prospect now feels comfortable to say yeah
It's cost us thousands of man hours to get back on schedule and on and on
Opening up peeling back that onion number five. What does that mean to you no?
Question helps you understand the serious of a challenge more than this we have to understand that not all
Challenges are equally important in the eyes of the prospect and the most important challenges to your prospect are going to be those
challenges that affect them
Personally by understanding what a challenge means to a prospect you're creating a massive level of commitment to a solution
so for example the prospect says
Revenues have really slumped this quarter
Your response is well
What's that mean to you now it invites them [to] say well if we don't get this figured out?
I might be looking [for] a new job shortly
powerful number six
Why this is the most powerful word in sales?
It's three little letters, and it can be used after almost any statement in order to take someone just that much deeper
It's going to get you so much further than you would ever have imagined so a prospect says well
We've tried that before and it didn't work your response is
Now it opens them up to say well. I [think] that we [really] implemented it
poorly in this in this image going so much deeper number seven
Yes, I didn't say anything. [it] was a silent pause
Now this one is truly for the Ninjas out there who have the guts to just stay?
Silent [but] when implemented properly you can blow the doors off a sales situation let me show you how this works
Prospect says we need a solution to this situation
your only response is
The prospect then is going to be compelled to open up
Yeah, this doesn't work
And I'm in trouble and on and on and on it's going to invite them to
continue talking and to open up that much more
So there are seven many questions to ask your prospects to create far [more] value
I want to hear from you which of these many questions
Did [you] find most useful?
Be sure to share below in the comment section
And I'll be sure to respond to every comment that I can get to and if you enjoyed this video
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