Whenever someone asks me to identify the most critical areas in sales and marketing to master I almost always start with asking questions.
Because most people suck at asking questions. The few that will actually ask questions usually don’t ask the RIGHT kind of questions. So, they wind up not receiving all of the information or simply useless information they cannot apply immediately to the situation.
Either way, if you don’t understand these different types of questions and when to use them it’s likely you’re leaving time, money and opportunities on the table.
These Four Types of Questions (along with the next four coming soon) have literally helped me attract millions of dollars in business over the years.
- Direct – Just like it sounds these are the questions we use when we are asking a specific question to learn a specific piece of information.
- Control – This is a question where you already know the answer to it. This is extremely helpful to show if someone is being completely truthful with us and it is a powerful way to exert your position as the leader or authority within a conversation.
- Repeat – These can be useful when we want to verify certain information or when we want to perform some Ninja question approach. When we can ask these well we can add ‘layers’ of questions that effectively ‘stack’ the amount of information we receive from a singular event.
- Leading – Generally these are not good questions because there is a level of “assumption” taking place. Plus, most people (friends or otherwise) don’t appreciate being led into an answer. There’s a reason leading questions are contested in the court room. Someone is trying to encourage a certain response and people don’t want to feel controlled.
When you master these four (of eight) questions and when to use them it will truly open up your world of possibilities.
Being able to pinpoint what specific information you need to collect at what crucial time is critical to leading a conversation. If you want to be the big dog in the room master these types of questions.
If any of these questions are particularly helpful to you or if you would like some more specific examples feel free to leave a comment below. I will promise to personally answer your comment with something useful and not total gibberish!