Questioning that ALWAYS gets a YES
Lazy Questioning – Your prospects are far too lazy to answer your questions!
Unsurprisingly this is one of my favourite questioning strategies because you know the prospects answers before you’ve asked them the question.
So if I start by asking you a personal question... ‘What are your plans for 2017?’
I bet for most of you this caused a moment of blankness with thoughts of, ‘I haven’t a clue’. Don’t worry because that’s always the response.
Now what if I ask the same question but in a slightly different format... ‘What are your plans for 2017 for example, owning your dream car, earning double what you’re on now,being mortgage free? [Note: I understand that the above question will not suit everyone, so please bare with me as it’s only an example. You’d be amazing how many emails I’ll get saying... None of them!]
[Key Point: Lazy questioning relies on the fact that our brains are inherently lazy and will often prefer to take suggested answers rather than have to construct its
I was once asked by a major estate agents to help increase the number of viewings by potential buyers because they had enough properties on the market yet hardly anyone was looking at them.
So for this example let’s imagine that the agent has a property for sale that has; 4 bedrooms, a large garden and with rural views.
After the agent had asked some basic questions about family size and budget, I trained them to ask a ‘lazy question’...
Agent: ‘Ok, so what would an ideal house look like to you, for example, 3-4 bedrooms, with a large plot in a rural location?’ Now, because the buyers brains are just so lazy they typically say, ‘yes that sounds perfect’ and now almost enforces that when the agent pulls the rabbit out of the hat [the property particulars] they are now utterly compelled to at least go and view this property because, what THEY said would be ideal is EXACTLY what the agent has on offer!
Examples: Asked after some initial questioning
‘What would be the perfect vehicle? For example, 2 seater, convertible with sporty looks?’
‘What are you looking for from a new printer? For example, colour accuracy, fast print times, low cost cartridges.’
‘Why aren’t you living the life you deserve? For example, crippled with credit card payments, CCJ’s, missed mortgage payments’ [Sound familiar? Can you see why they don’t want youto know!]
Lazy questioning is a perfect way of ensuring that what you have on offer appears to the prospect as being the perfect fit for their own needs, wants and desires.
[Key Point: Ask your normal question but add 3 plausible answers that relate to the selling features of your product or service]
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