NO LEADING QUESTIONS

Do you ask leading questions?

“Can you imagine the advantages of [using our product/service] in your day-to-day operations?”

“Do you see the value in implementing [solution] to streamline your operations?”

“Is breathing air a priority for you?”

“If I told you something interesting, would you be interested?”

The problem? 

The moment prospects feel they’re being led to a desired answer trust erodes.

Why?  People can smell your commission breath.  They know they’re being led into a yes trap.

The way out? 

Ask a neutral question related to a potential problem with the current solution.
It’s a potential problem, because it’s only a problem if it matters to the prospect.

For example, imagine you’re selling an iPod in 2001.
The prospect tells you they’re using a Diamon Rio.
The problem? The Rio only holds 30 minutes of music.
Not a big deal if you have less than 30 minutes of music.
But a hassle if you do and want to switch it out.

Example for an iPod in 2001:

“As you know the Diamond Rio holds 30 minutes of music. How are you dealing with that when you go on longer runs? Are you listening to same songs on repeat or do you switch them out when you get bored?”

“You’ve probably considered an iPod.”

See what I did there?

I asked a neutral question that illuminates a potential problem with the current way without leading people to a desired answer.

And I presupposed the prospect is familar with the iPod, because chances are they are. If they’re not, that’s okay, they’ll correct you.

The takeaway? 

It's not your job to lead people to a desired answer. Your job is to make people think differently about their current solution. 

Why does this matter? 

People are more likely to be persuaded by what they hear themselves say rather than what a salesperson says.