asking questions

  Written by William Nissen on Dec 19, 2008 11:30 pm

Read More: Prospecting  |  Sponsoring and Recruiting

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I rarely make statements.  I prefer to ask questions; they reveal the heart of the person and give you a better sense on were to go from there.   Here's a simple series of questions:

Question One: What do you want?  (reveals goals)

Question Two:  How did you come to that conclusion?  (reveals motivations)

Question Three:  How do you know its the answer or the best route to take? (measures conviction or satisfaction)

Question Four: If you found out something else will work better, would you want to know about it? (reveals their openness to new opportunities)

If they answer "no" to the last one, I may ask why, otherwise, I move on.  This business is about exposure more than sales.  There are others looking for the opportunity, I'll spend my time asking them these questions.

This also work in evangelism, you know Jesus asked more questions than preaching.

Hope this helps...enjoy.

Bill Nissen

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