The One Question To Get More Sales
I get it, you get it, we all get it. In sales, we’re supposed to ask questions. Isn’t that what we’ve always been told for years? Nothing new right?
But what if there was something “NEW.” What if the “NEW” was the type of questions we’re supposed to ask. What if the questions we’ve normally asked were the wrong questions? They are and they have been! There is a better way. Stop asking discovery questions and start asking provoking questions.
Discovery questions are designed to get to the known. What software are you using? Are there problems with it? Does it integrate well with the existing software? Etc.
Provoking questions on the other hand, are designed to get to the unknown. They are designed to challenge the customer and get them thinking.
“Were you aware…?”
“Are that . . .?”
“Have you considered . . . ?”
“What was the motive behind . . .”
“Did you know . . . ?”
“What happens when . . ?”
Provoking questions challenge the customer to think, to think about what they are doing, why they are doing it and what alternatives they have.
When we ask provoking questions we get the customer to say, “Hmmmm, I never thought of that.”
Or “Ya, know what — that’s a good question.
I don’t know.”
When we are able to bring light to our customer’s dark world. We’re in a damn good place.