Questions That Lead to “Yes!”

Drive your lead generation and conversion with powerful questions that enable you to

effectively understand your customers' motivations and fulfill their needs every

time.

The Power of the Question

• What holds us back?• What’s the big deal?• Role of mindset/programming• Types of questions• The lost art of listening• Getting clarity• Red flags and alarms

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The Role of Mindset: Ours and Theirs

• How does past programming come into play in asking great questions?

• How can you use experiences to ask great questions?

• You have to care in order to ask great questions.

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What are your biggest challenges with asking great questions?

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What’s the Big Deal with Questions?

Great questions:• Allow you to maintain control of the conversation.• Create the vehicle to gather information.• Help in getting clarity.• Engage others in the discussion.• Naturally force the mind to search for answers.• Facilitate self-discovery.• Flush out objectives.

5Questions That Lead to "Yes!"

The Role of Mindset: Ours and Theirs

• How does past programming come into play in asking great questions?

• How can you use experiences to ask great questions?

• You have to care in order to ask great questions.

6Questions That Lead to "Yes!"

The Role of Mindset: Ours and Theirs

7Questions That Lead to "Yes!"

Closed-ended Question

• Yes or no?

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Open-ended Questions

• Who?• What? • Where?• When? • How?• Why?

Questions That Lead to "Yes!"

A few words go a long way …

Use simple phrases as part of asking great questions.• Tell me more about …• What does that look like to you …?• How does that make you feel …?• Has there ever been a time …?• What about “x” is important to you …?

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Logic makes them think … emotion makes them act.

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• BOLD Law

Questions That Lead to "Yes!"

Listening Is Critical

• Many times the next question is provided by the answer if one listens closely enough!

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Listening Is Critical (cont.)

Three Levels of Listening …Level 1: It’s all about us.Level 2: It is all about them.Level 3: We take in not just the conversation … we take

in everything!

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Listening Skills – Master Them

• Articulating …• Clarifying …• Being curious …• Silence …

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Ask and then … shhhhhhhh.

• Be comfortable with dead air!

Questions That Lead to "Yes!"

Getting Clarity of the Response

• Repeat the answer back to the respondent.• Ask follow-up questions.• Understand the difference between fact and

speculation.• Don’t assume … you know what happens!

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Red Flags, Alarms, and Whistles

When you hear the following you need to ask more questions and get more clarity …

– I think …– Maybe I can … – I should …– Possibly …– I hope …

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How does behavior impact questions?

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Tools and Tips

• Take notes when asking questions.• Acknowledge their responses.• Slow down.• Don’t sound like an interrogator.• When possible, watch their body language.• Be present!

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Questions Leaders Ask of Their Teams

• What do you think?• How can I serve you?• What do I need to communicate?• Did we exceed our expectations?• What did we learn?• Did we add value?• How do we maximize this experience?

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Questions Leaders Ask of Their Teams (cont.)

• What do I need to know?• How do make the most of this opportunity?• How are the numbers?• What am I missing?

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Questions?

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Action Plan

List at least ONE action you will take as a result of what you’ve learned.

1. _________________________________________

2. _________________________________________

3. ___________________________________________________________

Questions That Lead to "Yes!"

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