Do you know how to use convergent questions to lead
you to a commitment? Closed ended questions start with verbs, such as
"Are," "Will," "Is," "Have,"
"Did," and even contractions such as "Aren't,"
"Didn't," and "Won't."
Convergent questions brings conversation gradually
to a convergence on a single point or decision. It is answered with a
"yes" or a "no." You use this question when you want to
begin narrowing the conversation and getting specific answers that lead you to
a conclusion.
Solicit More
Specific Answers
You can use closed ended questions to get more
specific answers. "Will you be making a decision within the next two
months?" "Are you considering changing your suppliers for this
product?" "Is this the sort of thing you are looking for?"
Ask Them To Take A
Position
A closed ended question forces the prospect to take
a position. "Do you like what I've shown you?" "Does this make
sense to you, so far?" "Would you like to get started on this right
away?" You use this type of question when you want to get clear answers
and bring the sales conversation to a close.
When A "No" Means A "Yes"
The third type of question is a variation on the
first two and is called the "negative answer" question. This is when
a "no" means a "yes" to your proposition. "Are you
happy with your existing supplier?" If the customer says "no" it
means that they are interested in considering a new supplier. "Are you
getting the kind of results that you expected?" If the customer says
"no", it means that the customer is open to considering your product
or service as an alternative.
Action Exercises
Here are two things you can do immediately to put
these ideas into action.
First, begin closed-ended questions with verbs.
Whenever you want the customer to be more specific or to take a definite stand
on your product or service.
Second, ask closed-ended questions in a warm,
friendly, curious tone of voice. Always be courteous, caring and concerned.
Never use pressure or manipulation.
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