| "How come you charge so much?" Kinda feels like a | | | | you are providing complicated, custom services that |
| kick to the stomach, huh? This is a classic "objection" | | | | transform huge organizations. |
| during a sales conversation with a prospective | | | | Questions: After connection, it's the second step in a |
| customer, and it's no fun at all. | | | | successful sales conversation. |
| Customer objections can be painful and intimidating to | | | | What questions are you asking, and what's the most |
| deal with. And it doesn't have to be about price. It could | | | | important one? Practical steps below in Keys to the |
| be about anything: "Do you really know what you are | | | | Questioning |
| doing?" "Does this thing really work?" "How do I know | | | | Keys to Questions |
| you'll follow through?" | | | | - When you start out a conversation with a prospect, |
| Wish you never had to hear them again? You don't. | | | | start by asking lots of questions. You want to find out |
| Sacred spiritual traditions, like the High Holy Days and | | | | all about their situation. If you help people in pain to feel |
| the month-long fasting of Ramadan, are meant to not | | | | better, then ask all the questions you can: has this |
| only leave you empty, but to drain you of all of your | | | | happened before? How did it happen? Have you had |
| certainty. In the center of deep spiritual practice, you | | | | it a long time? What's the pain like? How do you |
| are left with many sincere questions in your heart. | | | | normally deal with the pain. |
| Who am I? What is the silent, longing call that I hear in | | | | And, go beyond treating them like a problem. Find the |
| the middle of the night? Where do I really owe my | | | | place in your heart that cares about them, and ask |
| allegiance? What is my heart crying out for? Profound | | | | larger questions: Tell me about how this pain is |
| questions that, when approached sincerely, can | | | | affecting your life, your work, your relationships. |
| transform your life. When the time comes for these | | | | - When do you stop asking questions? When you can |
| questions, you have to let go of your beliefs. If you | | | | fully see the future they want, and you can see how |
| don't, they become your prison. | | | | what you do can get them there, or how what you do |
| The asking of these questions, dropping all of your | | | | is not right for them at all. |
| defenses about what is right or wrong, what you want | | | | - At this point of clarity, you need to ask the most |
| or don't want, is the doorway to freedom. You are no | | | | important question: the pivot question. Some people |
| longer trying to force an outcome, but merely seeking | | | | think that the pivot question shifts the focus from the |
| the truth. | | | | prospect to you and your business. Not true. The pivot |
| How you ask the questions in your heart is critical. Are | | | | question shifts the focus from the present situation |
| you a journalist, sniffing for scandal, sure you will find | | | | your prospect is facing, to the future where this |
| the dirt? Or are you a true seeker, allowing yourself to | | | | problem is resolved. |
| love the questions, because you love the truth more | | | | "I can sure see how troubling this pain has been for |
| than anything? | | | | you- it sounds miserable! (pivot ->) What brought you |
| A customer only raises objections when they feel at | | | | to talk to me about this? How did you see what I do |
| risk. At risk of losing money. At risk of losing time. At | | | | fitting in with what you want to do about your pain?" |
| risk of looking foolish. At risk of any number of things. | | | | The pivot is an important step, because it elicits an |
| Instead of answers, bring sincere, delighted questions | | | | invitation from your prospect that gives you permission |
| to your prospect, devoid of any attachment to what | | | | to talk about how your business works, and how you |
| the answers might be. Be curious and in love to learn | | | | can help them. Without that invitation and permission, |
| more about what they are facing, their hopes and | | | | you are trespassing. With the invitation, you are |
| fears and desires in their situation. If you do this, they | | | | collaborating. |
| will feel seen. They will safe. | | | | - They will naturally have questions, too, because they |
| And they will never object. If they are the very best | | | | will want to see the same future you are seeing. In |
| kind of prospects, they will have questions of their | | | | general, they will want to be clear on exactly what it |
| own. That's what you want, someone who cares | | | | looks like to work with you, how much it costs, what |
| enough to question you, so the two of you can form a | | | | exactly their commitment is, and how long it takes. |
| true collaboration, whether you are selling a simple | | | | Questions are second nature to your heart, and the |
| product that brings more enjoyment to their life, or if | | | | key to a successful sale. |