Questions and stories can be used for persuasion \u00a0<\/p>\n

The ability for you to use questions and stories together in sales are the dynamic duo of persuasion. You will find that when you ask questions they make people think. The person does not have to answer the question but with silence they do have to run the answer in their head.<\/p>\n

You can leverage asking questions to your advantage when you do it right. You have to be careful since \u00a0you are not arguing a case in front of a jury. The way that you ask the questions do matter. You have to learn how to use your pitch and tone as well as silence to help you persuade better.<\/p>\n

When you are using questions to persuade you will want to pay attention so what you are asking does not become argumentative. The key for you is curiosity above all else. If you are asking questions to help someone through curiosity you can gather information other salespeople cant get. \u00a0<\/p>\n

How to use questions to persuade others <\/p>\n

One way for you to work through better questions is to take notes and pause an extra while when writing down the information.<\/p>\n

You can use body language to your advantage by tilting your head foreward when asking a question and raising your eye brows.<\/p>\n

The fortune is in the follow up<\/p>\n

You will want to learn how to ask better questions than your competition. If you are asking the same things the conversation will get boring if you are one of the later salespeople to meet with the buyer.<\/p>\n

The fortune is in the follow up is a saying you will hear in sales. The fortune for you is in the follow up questions you ask after asking the original question. \u00a0<\/p>\n

You can use drama moves to find good follow up questions. Look at the high point of the drama to get both regular questions and follow up questions. When people talk to you also look for good questions they ask you and build a file of questions for you to modify latter.<\/p>\n

There will need to be a few different types of questions to ask:<\/p>\n

Situational questions: \u2013 If something happens what will you do? Has there ever been a time where that has not worked out?<\/p>\n

Clarification questions: \u2013 Help me understand, I am a little confused, when you say that do you mean?<\/p>\n

Reversing questions: I am not quite sure what you mean? Could you ask me that another way?<\/p>\n

Where questions go wrong<\/p>\n

There can be a problem with your question process when the timing is off. This means you are asking questions too quickly.<\/p>\n

Your pitch and tone can be wrong and create a defensive position.<\/p>\n

One of the worst ways to ask questions is where the answer is already known and it puts too much pressure on the buyer.<\/p>\n

You go wrong by leading:<\/p>\n