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Suggest You - How to Use Layering Questions to Better Qualify Prospects
Performance review time – potentially one of the least desired events of the work year. Your experiences could range from receiving seemingly arbitrary comments, vacuous praise, a sense that your manager hates this more than you do, to co
Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get
People make mental notes.Notes that indicate whether or not they like you. Notes that indicate whether or not they should do business with you. Notes that indicate whether or not they should refer their friends to you.
While asking questions is certainly a good start, you'll get the most thorough and complete information if you use layering questions.
Layering questions are simply questions that go a little deeper into an area or concern so that you get to the root of what really drives your prospect.
An example of a layering question goes like this: “Who are you going to be talking with about this decision?" (A nice assumptive question). And when they say their spouse, you then layer the question by asking – “And what do they think you should do about this?"
Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get
Finding a balance between work and personal life is one of the most dominant issues of our time, as most of you must have experienced. Time and again we find ourselves struggling and stressing to keep up with the demands of both areas. Of
While asking questions is certainly a good start, you'll get the most thorough and complete information if you use layering questions.
Layering questions are simply questions that go a little deeper into an area or concern so that you get to the root of what really drives your prospect.
An example of a layering question goes like this: “Who are you going to be talking with about this decision?" (A nice assumptive question). And when they say their spouse, you then layer the question by asking – “And what do they think you should do about this?"
Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get
In a truck wash business it appears that many managers come and go and this means there is always a turnover problem with employees when a new manager comes into play. These issues are serious because many of the truckers who stop at the
Layering questions are simply questions that go a little deeper into an area or concern so that you get to the root of what really drives your prospect.
An example of a layering question goes like this: “Who are you going to be talking with about this decision?" (A nice assumptive question). And when they say their spouse, you then layer the question by asking – “And what do they think you should do about this?"
Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get
Years ago, before I ever entered the field of marketing, I saw one of the greatest sales presentations I have ever seen, only I, and most of the 200 plus people in the auditorium weren't aware that's what was happening.And it worke
Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get
Remember in two previous articles we talked about sustainable marketing and 4 ways your stationery was killing the environment? And by the way costing you more money too!In the most recent article we talked about the way stationer
Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get it.
Layering questions are effective, powerful and easy to ask. Yet 80% of sales reps never use them. The top 20%, on the other hand, know their value and ask them all the time. It's part of what makes them the top 20%.
Examples of other layering questions you can use:
“If you decide to move on this investment, how much would you put into it?"
Layering question: “And is that money liquid now or would you have to move something around?"
Another
“I'll get this quote off to you today, and I'll follow up with you tomorrow at 10 o’clock – would that work? Great"
Layering question: "Assuming you like it, what is the next step?"
I'm sure you see how this goes, so take a few minutes now and write some of your own.
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