TIP 4: Try to only ask questions that will get yes responses!!!!!
For example If you were in the training business and you asked a prospective participant of a training course, ‘have you filled out the nomination form I sent you yet’ (and they were not intending to come), you will evoke a NO response. Then if you follow with, ‘is the reason you’re not coming because you think the price is too expensive” you will most likely get another NO as few people will admit they cannot afford something. Then you might ask ‘if we offer a special discount’... NO, ‘will you change your mind if... NO’ and on it goes.
A more positive line of questioning would be...’Do you see improved effectiveness of your company as a key management responsibility’? The person you are talking to would have to be a very ‘hard nosed’ individual to say anything but YES (or a total idiot). Then perhaps, ‘do you, like most of us have a desire to get improved work results’… YES. ‘Are you as is the case with most successful managers often hampered by a lot to do and limited time’… YES. ’Do you think that a four hour time saving per week would benefit to you in your business’? Obviously… YES. Then…’if I could show you how this course can save you four hours a week or one day a fortnight, would you be interested in talking to me’? Once again you have a better chance for a YES and so it goes. If you start with a YES, you have more chance you have of finishing with a YES.
PRODUCT KNOWLEDGE IS VERY IMPORTANT...
PRODUCT OF THE PRODUCT KNOWLEDGE IS CRUCIAL
For example If you were in the training business and you asked a prospective participant of a training course, ‘have you filled out the nomination form I sent you yet’ (and they were not intending to come), you will evoke a NO response. Then if you follow with, ‘is the reason you’re not coming because you think the price is too expensive” you will most likely get another NO as few people will admit they cannot afford something. Then you might ask ‘if we offer a special discount’... NO, ‘will you change your mind if... NO’ and on it goes.
A more positive line of questioning would be...’Do you see improved effectiveness of your company as a key management responsibility’? The person you are talking to would have to be a very ‘hard nosed’ individual to say anything but YES (or a total idiot). Then perhaps, ‘do you, like most of us have a desire to get improved work results’… YES. ‘Are you as is the case with most successful managers often hampered by a lot to do and limited time’… YES. ’Do you think that a four hour time saving per week would benefit to you in your business’? Obviously… YES. Then…’if I could show you how this course can save you four hours a week or one day a fortnight, would you be interested in talking to me’? Once again you have a better chance for a YES and so it goes. If you start with a YES, you have more chance you have of finishing with a YES.
PRODUCT KNOWLEDGE IS VERY IMPORTANT...
PRODUCT OF THE PRODUCT KNOWLEDGE IS CRUCIAL
resume forms and management articles at www.orglearn.org
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