One of my favorite techniques that I have learned from sales class is this classic set of questions:
On a scale from 1-10, how likely are you to…. Why didn’t you pick a lower number?
This line of questioning kind of makes me laugh, but really it just makes me think how smart of a question it is. It forces people to find the good and helps you figure out what people really value.
I have found that this question really does open people up. It is such an easy way to change the way a conversation is going. I was just talking to my friend who has taken sales, and he says he uses this tactic all the time. We are both shocked at how effective this trick is.
It makes me feel really cool knowing some of these sales tactics because I feel almost like a spy. I know how to talk to people to have the most effective conversations. I know how to connect to people in a better way because of this class.
It’s important we sellers use this knowledge for good.
BoweryJE22
Knowing exactly how someone feels about a situation or a product can really help you tailor the way you talk to them. I can definitely agree with your “spy” idea in that regard.
I’ve also been pretty amazed at how well this line of questioning works! This, along with the other principles we’ve learned this semester make me feel like I can make the most of every conversation.
I’ve also been pretty amazed at how well this line of questioning works! This, along with the other principles we’ve learned this semester make me feel like I can make the most of every conversation. Sometimes, it feels a little sneaky, like you said, but ultimately it’s very helpful to be able to steer a conversation in a certain direction.