Dave Kahle-The Power of a Question

Published: Tue, 02/06/18

Your Most Powerful Sales Tool

By Dave Kahle

Did you enjoy what you had for dinner last night?

You are probably wondering what that question has to do with sales. Bear with me a moment, and answer the question.

Now, pause a moment, and think about what you did when you read that question. Your mind probably flashed back to yesterday evening, and you saw a picture in your mind's eye of what you had for dinner. Then you recalled your response to the dinner, and made a judgment that you did or didn't enjoy it.

Here's the point. I was able to direct your thinking by asking you a question. You thought about what I wanted you to think about, and you thought about it in the way I wanted. That's an illustration of the power of a question. It directs an individual's thinking.

That's what makes asking a good question the single-most effective thing you can do with a customer. A well-phrased, appropriately-timed question is your most powerful sales tool.

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Here's what good questions will do for you.

1. Good questions direct your customer's thinking.

When you use a good question, or a series of good questions, you penetrate your prospect's mind and direct his/her thinking.

There is something in human beings that makes it almost impossible not to think of the answer when we are asked a question. I'm not sure whether it's something genetic, or whether we're conditioned from birth to always think of the answer to a question. Here's an illustration. I'll ask you a question, but I want you to not think of the answer. How old are you? If you're like most of us, you thought of the answer, even after I indicated you shouldn't.

Now, consider where the decision to buy your products or services takes place. It happens in the mind of your customer. A good question from you helps focus and shape the direction in which your customer's mind works... [click here to read the entire article online]

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Calls At Night

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