Using a scale to go deeper into your prospects needs.

By using the scale question method it gives you more time to invest in them. Although it may seem as if you asking a normal question it tends to reveal the opposite of things they say are bad and end up acknowledging the good if saying a low number and vise versa with a larger number.

By asking better questions and not useless questions at all it inflicts deeper answers. Your effectiveness is any sales context whether sakes selling or non sales selling will be determined largely by your ability to ask the right questions. In relativity to doing research on a search engine, the way you word your question or what you’re trying to find depicts the answer that they will provide for you. By trying to ask questions, Pink also recommends that you have pre-prepared questions in order to know what you’re looking for. Make a list he says.

Pink also uses the reference of the five whys. Using this method doesn’t make you seem repetitive in your question asking, but it tends to assist the prospect in going into greater depth within their answer. Pink provides questions such as;

• Why do you think sales are lagging
• Why do you think that’s the case
• What do you think is the root of that
• There must be something behind that

This creates a sense of unfamiliarity to an extent although not the same question just a different format.

Pinks idea of unfamiliarity is very valuable to he says how using different meeting spaces may help in your hand for the better. Doing an interview in their own workspace instead of yours gives them a greater sense of comfortability. It’s a phycological game to an extent. By changing a so-called playing field it makes conversation somewhat equal for both candidates to be represented realistically and equally.