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In this episode, we are going to talk about Counterintuitive Sales Questioning. What is that? Basically, they are questions you ask to your potential clients when having a sales conversation that aren’t common, that are unexpected.
The Counterintuitive approach has a really interesting effect on your potential clients because, most of the time, they are expecting to have a usual sales conversation with you. For them, you may just be another salesperson that is trying to sell them something.
That’s where you are going to shine because you are not going to ask the same questions everyone else asks, you are not going to respond in the same way as everyone else.
You will cause a sudden clash between what they were expecting and what ends up happening, and that is a good thing!
In a sales conversation context, there are two ways that you can phrase a question. You can answer the question first, and then say to the person, “Would that be useful? is that the sort of thing you had in mind?” Or you can ask the question and the person can actually answer it.
Rather than answering the question for them, and then asking them a question that confirms what you said, the best thing that you can do is ask a question that elicits the response that’s actually right or real for them.
An example might be saying to them, “so, why is it that you want to get better at investing?” The person is going to tell you, “Because, you know, I really want to be able to set myself up for later on in life so that I can retire earlier, and so that I can take my family traveling”.
That is a so much more powerful response than answering your version of what you think that they should want, and then phrasing your question with the sole intention of getting a yes.
Listen to this episode as we dive into the counterintuitive questions you can make to differentiate yourself from your competitors whilst making sure your clients get the most value out of your product or service.
I’m also going to share with you three great examples that illustrate how helpful these actions can be in a sales conversation so, don´t miss it.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
