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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 next type of questions you should ask are narrow questions.
When to use
To get to know your client / customer you need to always ask intelligent questions. Once you have asked the expansive questions and have gotten your client to start talking, then you can ask narrow questions.
Once you have built a relationship with your client and have made them feel comfortable, you can start asking them intelligent questions. The first type of questions you should ask are Expansive Questions. Once you get them talking then you ask them some narrow questions.
Narrow questions are typically a “Yes” or “No” answer.
- “Have you ever had (X Product or Service) before?”
- “Can you see how (Your Product or Service) will help you achieve (Prospect’s Desired Outcome)?
Always write down the answers that your client provides you, because the more information you have from the client the more custom of a solution you can provide to them.
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