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About this lesson
Questions lay the foundation for your interaction with the prospect. This video covers one of the most important elements of the sales process – the questions you ask to get information and truly understand what the prospect needs. We start with Expansive Questions.
You need to ask intelligent questions to get your client to start talking. The next section is called the Horacio Effect. It is called the Horacio Effect because of the character on CSI Miami. Horacio always catches the bad person by asking them intelligent questions. The bad guy starts telling him everything he needs to know to make the case. You need to be like Horacio and ask intelligent questions of all of your prospects.
The first type of intelligent questions you should ask are expansive questions.
When to use
To get to know your client / customer you need to always ask intelligent questions. Once you have built a rapport with your customer, you should start by asking expansive questions.
The first type of questions you should ask are Expansive Questions. First build that rapport with your client to make them feel comfortable. Then ask them some expansive questions to get them to start thinking about what they want and to start telling you want they want.
Expansive Questions require more than a “yes” or “no” answer. They are sometimes formed as a statement.
- “What aspects are most important to you when it comes to (Product/ service)?”
- “Tell me a little bit about your business and how it works.”
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