Last week, professor Sweet gave a lecture that was a new addition for tools in the toolbox as a salesperson to help out the client’s needs. First, asking two irrational questions started with Michael Patalon from Yale, with motivational interviewing. As a salesperson, there must be an assumption that not all questions are created equal. So, we must try to spark behavior changes by tapping into the client’s inner drives. Although, most of us think and behave in terms of grades, scales, continuums, particularity if we have some resistance. Therefore, we should not ask a binary question. A binary question is a close-ended question, typically ending in a yes or no style. So, if a seller asks more binary questions, it will make trying to tap into their client’s inner drives very difficult since the client will not be able to express themselves as much as they could. Also, you would avoid your client getting to tell you the real “why” for them wanting to buy the good or service. Back onto asking the two irrational questions, the first one should typically be using an “on a scale of 1-10” type of question. The reasoning for why asking the client to rate something on a scale is because it allows people to be more honest and accurate about how they truly feel. Also, this can expose an apparent no as a maybe. So, after you ask them a scalable question, a good follow up is to ask why they didn’t pick a lower number on that 1-10 scale. This is an important follow up question because it allows the person to talk about some positive reasons. So, this can move the defensive posture from the client to articulating positive reasons for change. As a seller, use it when the prospect’s position or proximity to buying is unclear, or when they seem resistant to your solution or to doing business with you.
wheelerne24 
johncourak23