How to Improve Your Sales Performance With Thought-Shaping Questions
Pre-planning your big questions makes it a lot easier to ask questions which pass The Mom Test and aren’t biasing. It also makes it easier to face the questions that hurt.
Rob Fitzpatrick • The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
Ask More: The Power of Questions to Open Doors, Uncover Solutions, and Spark Change
amazon.com
Here’s a useful set of questions you should answer before we proceed:
What do your prospects NEED TO BELIEVE in order for them to take the actions you need them to take to buy?
What do they need to REALIZE? (The AHA moments.)
What do they need to AGREE to in ADVANCE?
What do you NEED TO SAY in order for them to be PRE-sold on what you will offer in the... See more
What do your prospects NEED TO BELIEVE in order for them to take the actions you need them to take to buy?
What do they need to REALIZE? (The AHA moments.)
What do they need to AGREE to in ADVANCE?
What do you NEED TO SAY in order for them to be PRE-sold on what you will offer in the... See more
to take the old title’s place, since that first point is really the main message of this slide: Sales is about asking good questions: