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❓Qualifying Questions
Why Qualify Questions?
Most salespeople are far too happy to overshare when asked a question.
We love talking, and we feel in control when we do.
Sadly, the opposite happens.
How often do you get asked a few questions, and BOOM – the prospect is gone?
As long as you are asking the questions, you retain control.
Example:
Prospect: “Do you have a recruitment background?”
Me: “Yep, I’ve done recruitment for nine years”.
Prospect: “Ah, we just hired someone with a recruitment background; we’re looking for someone different now.”
I thought I had them and screwed myself over.
If I said instead: “I’m guessing that’s important for you?”
I may have got more info.
Methods
If they ask: What you do / how does it work?
- That’s a great question. I do a few things; which of the problems should I expand on?
- Before I launch myself in the pitch; what would you like me to tell you more about?
- I’m glad you asked me that; before I chew your ears off, what do you mean exactly?
Whenever you can, always go back to the problem, you’ll be able to tailor your pitch.
Evergreen Methods:
- When you say “X”, what do you mean?
- When you say “X” you mean A, B, or C?
- I’m guessing X is important to you for a reason?
- Everyone keeps asking me that. Why it is coming up so much?
- Interesting you’re asking me that; I guess there’s a reason that’s come up now?
Socratic Questioning
This is when you answer, but you also build a question in there, to gain back the control of the conversation.
This is fundamental if you get asked the question twice, it’s a sign the prospect wants an answer.
Example:
If I told you we did this […], you’d probably tell me you tried everything in the market, and nothing worked?
A live example:
A video explanation:
You can go back to: ❌(Dis)Qualification
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