Questionology. Decoding The Intent Behind Questions
As salespeople, we're adept at asking questions that lead to uncovering challenges and solutions. Take our sales process, for instance. We empower businesses to elevate their win rates from one in three deals to three out of four and a pivotal question in our sales cycle is, "What would be the impact on your business if your new business win rates rose from one in three to three out of four? Could you cope?"
This question isn't just about seeking an answer; it's about guiding our prospects to envision success and its implications. By encouraging them to contemplate this transformation, we're helping them arrive at their own conclusions, fostering a sense of ownership and trust in the proposition we’re offering.
In the realm of presentations, the art of answering questions takes a different twist.
And before responding, you need to decipher the underlying motives by deciding whether the question is a quest for clarity, a strategic challenge, or an expression of enthusiasm. Is it a cry for help, a war cry or a declaration?
The Cry for Help = Seeking Clarity: When someone seeks answers to their queries, they're not just after information. They're striving for clarity, aiming to comprehend complex concepts. As presenters, it's our duty to offer explanations that light the path toward understanding.
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A War Cry = Testing the Waters: On occasion, questions can also be strategic tools that seek to challenge, probe, and potentially undermine. These questions arise to put your proposition or presentation to the test. Here, your audience isn’t seeking answers; they're aiming to see if your pitch stands strong against scrutiny.
The Declaration = Expressing Engagement: Questions can also mirror interest and support. When an audience member poses a question, they're not just seeking information; they're demonstrating their engagement with the topic at hand. Acknowledging these declarations allows us to reciprocate the enthusiasm and build a connection.
Ultimately, the questions posed by clients, prospects, or audience members offer a real insight into their perspectives. By paying attention to the way questions are framed and the context in which they arise, we gain a deeper understanding of their motivations and concerns.
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