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"Ask These 3 Questions...Get More Customers"

by fasteasysuccess
20 replies
Hey Warriors. Let me ask you...

If you could "peek" inside your customers mind and gain better rapport...

Wouldn't it make your business so much easier?

Imagine knowing what they exactly want and need and exactly what to say to them.

Practically word for word.

You'd simply need to open your mouth, take a quick breath...and...... Say The Magic Words Your Customers Want To Hear!

Sounds like magic... but... It's actually a real thing. And I'd like to share this "power" with you.

I call this technique "Mind Reading" because... with exactly 3 questions... You can "peek" into your customers deepest desires about business and life. Then...

... Say back exactly what they want to hear, to get them to buy now or at the very least...look at you as the preferred choice.

Ask these 3 questions and increase your chances of getting the customer and definitely build a better rapport with them instantly.

Because I can GUARANTEE if you ask these questions and really listen to their answers, you will not only discover the things that customer initially wanted, but also things they never even thought about till you asked.

Quick Disclaimer: Remember - This is not to be used in any evil manner and only to be used for good and to provide value to your customers. Agree?

Alright since you agreed, Here We Go...

3 Simple But Powerful Questions To Ask...

1-What brought you in or what made you choose to invest in x (your product or service) today?

They answer and then you ask next question regarding the answer given...

2-Why is x(whatever they said was the reason) important to you?

3-Ultimately, what will x (the reason given for being important) do for you?

Or even better especially if in any type of service industry...

What is your ultimate goal from investing in x today?

You'll be amazed when you do this correctly. Those 3 simple questions could absolutely be the difference between the customer choosing you or going somewhere else to price shop.

Those simple, yet powerful questions cause their minds to actually think and it becomes more of an emotional investment versus just a buying purchase.

Remember the old saying...

People buy on emotions and justify with logic.

For example, let's say I own a carpet cleaning business and a customer calls...

"What made you want to call us today?" Then they would say probably "Want carpet cleaned."

"Why is having your carpet cleaned important to you?" Then they would maybe say "We just moved and want to make sure the house is clean. My son has allergies and I hate a dirty house."

Then based on that answer...I might say "You mentioned that you like a clean house, you just moved and your son has allergies...so ultimately what will a quality carpet clean in your home do for you?"

Then they would probably say "I want my son to be healthy, not worry about him always being sick and want to feel proud when I show my friends and family our new home next week as well."

Then I would simply say something like "You told me your sons health was very important to you and all our family should be safe and healthy.

You'll be happy to know that our process of cleaning carpets is 100% natural for pet and children safety and...."

Now I could on more, but with just this one example above, see how those 3 simple questions took a simple want for carpet clean and turned it into an emotional and important investment for their sons health and also brought out the emotions of feeling proud of their new home.

All I did was simply pull the most important things or desires out and then told them how I help with those desires. Like when I said "100% natural for pet and children safety..."

Try these 3 questions next time you speak with your next client and see how much easier the sale becomes.
#customer sales #marketing #sales questions
  • Profile picture of the author midasman09
    Banned
    I'm sorry....I was scrolling thru the threads and your comments caused me to stop and take a look and then...comment.

    I've been "Selling Direct...Belly To Belly" for many years and, if I walked into a biz and started "asking the Owner"....questions!....he'd wonder WHO I am, a perfect stranger and...WHY should he answer my questions!

    I tried this approach, for ONE day, many years ago and received a Total Turn-Off. In fact, one guy got so adamant at me for asking "these kind of questions"...I almost got a fist-in-the-face.

    So....I went back to my "old" method of Direct Selling;
    Make up a Sample....make up a Presentation showing the Benefits of being IN my program....show a price AND, an INCENTIVE for joining RIGHT NOW!

    Nowadays....when I walk into a biz...find the OWNER (not some mgr) and say:


    "I CAN GIVE YOU TEN (10) NEW....DINERS, ....10 NEW ROOFING LEADS.....10 NEW PLUMBING CLIENTS...10 NEW "DAY CARE" ACCOUNTS...ETC

    I HAVE THEIR "EAR"! I HAVE WIPED OUT EVERYTHING THEY WERE THINKING ABOUT B4 I SPOKE THESE WORDS.....I NOW HAVE THEIR UNDIVIDED ATTENTION!

    YOU KIDDING ME! Show me a Biz Owner who would NOT stop everything he was doing b4 I arrived and I'll show you a biz...destined for Failure!

    Works for me,

    Don Alm....long time Sales guy
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  • Profile picture of the author misterme
    Originally Posted by fasteasysuccess View Post

    let's say I own a carpet cleaning business and a customer calls...

    "What made you want to call us today?" Then they would say probably "Want carpet cleaned."

    "Why is having your carpet cleaned important to you?" Then they would maybe say "We just moved and want to make sure the house is clean. My son has allergies and I hate a dirty house."

    Then based on that answer...I might say "You mentioned that you like a clean house, you just moved and your son has allergies...so ultimately what will a quality carpet clean in your home do for you?"

    Then they would probably say "I want my son to be healthy, not worry about him always being sick and want to feel proud when I show my friends and family our new home next week as well."

    Then I would simply say something like "You told me your sons health was very important to you and all our family should be safe and healthy.

    You'll be happy to know that our process of cleaning carpets is 100% natural for pet and children safety and...."
    OK, here we go. The customer then says, "So's everyone else. Your competitor down the road wanted to charge me $XX and I'm not paying that much. What do you charge?"
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    • Profile picture of the author fasteasysuccess
      Hey Midas... You missed the whole thread. If they are coming to you is where this started.

      If you are approaching them, then it's a different position and you shouldn't approach it like that at all as you discovered. You can't walk into a business and start throwing questions at him if expect the best possible results.

      I've sold it all-door to door, over the phone, through words and mail, online and beyond and it all comes down to uncovering the "hot buttons" and then expressing the unique benefits and value. You can have "pitches" lined up but should always try to cater to their needs not yours.

      That's why misterme if you haven't built enough value and not sold it on their hot buttons, then you are just competing on price. That's why you should provide more value so it's a win/win for you and your clients/customers. If they keep going back to your price, then you missed the target and not selling or marketing right.
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      • Profile picture of the author midasman09
        Banned
        A "sales technique" I use that "brings out the Hot Points" is, just before I show my pricing I ask the following question;

        "OTHER THAN PRICE, IS THERE ANY OTHER REASON WHY YOU WOULDN'T WANT TO GO AHEAD....NOW?"

        This will bring out any objection/s and....usually prevents my prospect from bringing up an objection. If he does, when I'm in the "Price" area..... he "loses Face"!

        I answer the objection and once again say, "Other than Price......!"

        Doesn't work all the time but enough times for me to keep using it.

        Don Alm.....long-time sales guy
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  • Profile picture of the author misterme
    Originally Posted by fasteasysuccess View Post

    That's why misterme if you haven't built enough value and not sold it on their hot buttons, then you are just competing on price. That's why you should provide more value so it's a win/win for you and your clients/customers. If they keep going back to your price, then you missed the target and not selling or marketing right.
    No, hang on, you got me all wrong - I'm acting as the customer. You're selling to ME. I took your sales conversation and added to it as to what the customer's likely to say.

    Originally Posted by midasman09 View Post

    A "sales technique" I use that "brings out the Hot Points" is, just before I show my pricing I ask the following question;

    "OTHER THAN PRICE, IS THERE ANY OTHER REASON WHY YOU WOULDN'T WANT TO GO AHEAD....NOW?"
    And the customer says, "Yup, there is. I'm not making any decisions today because I'm still checking out three other bids."

    My point: All you accomplished with your sales technique was getting the prospect to put up yet another objection, another wall, another reason why they believe they shouldn't do business with you today.

    Why put that thought into their heads?

    Flushing out objections does one thing: it gets them to object more. Then the salesperson thinks all they have to do is convince the person otherwise.

    So then, based on what you're written you'll attempt to overcome my objection and ask me again, "other than price..."

    Trying to invalidate all my reasons for not wanting to do business today, as it were. Now I know that's effective sometimes when you hammer away at people and they give up, but my question is, if you're going to engage with people anyway, why not lead them to want to chase after you to get what you have instead of you trying to break down every wall they have about not doing business with you? Like judo, you know? Use their strength against them.
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    • Profile picture of the author Matthew North
      Originally Posted by misterme View Post


      My point: All you accomplished with your sales technique was getting the prospect to put up yet another objection, another wall, another reason why they believe they shouldn't do business with you today.

      Why put that thought into their heads?

      Flushing out objections does one thing: it gets them to object more. Then the salesperson thinks all they have to do is convince the person otherwise.

      So then, based on what you're written you'll attempt to overcome my objection and ask me again, "other than price..."

      Trying to invalidate all my reasons for not wanting to do business today, as it were. Now I know that's effective sometimes when you hammer away at people and they give up, but my question is, if you're going to engage with people anyway, why not lead them to want to chase after you to get what you have instead of you trying to break down every wall they have about not doing business with you? Like judo, you know? Use their strength against them.
      You have brought up an interesting point here.

      My understanding of that particular technique is to move the focus away from the price and onto something else, or at the least uncover any latent objections before going into price.

      My experience in high value selling is that price is rarely the reason for not going ahead. Selling to the value is what makes the price objection less critical.

      I say that to prompt and close on objections, I want them to build a 'barrier' to the sale because I want to know if this a good prospect or not. I don't ever say that before giving the price though.

      Your second point is also very interesting with getting them to chase you.

      You seem to have a different opinion on both of these points, would you mind sharing what you would do differently? How would you get them to chase you and how you approach the handling of objections?

      Good discussion, thanks.
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  • Profile picture of the author fasteasysuccess
    If they are coming to you through your direct response marketing, then you can start out with the questions right away. You have them approach you through your advertising/marketing online and or offline. Once they raised their hand and either called, walked in and or took action, then you know you can continue with the process.

    If you're cold calling or approaching them, then you need to start the question phase during the sales process. You can't just walk in or call someone and play 21 questions without catching their attention and interest.

    If walking in to their business cold or if cold calling, then you need to grab attention and interest and then move into the questions and selling process. Only after their hooked and want to talk to you.

    Any top sales pro will tell you that questions are the most powerful thing to use, but you need to know when and what to ask.

    Then once you have the "magic answers" that can be used to move the sales process along faster and easier. Plus, the right value is projected because they told you what they want.

    Like said before, if your main objection is always price from customers then you're not building the value right and or dealing with the wrong type of leads. A lot of business owners think that the customers have to qualify them and it really should be the business owner qualifying the leads and customers to see if they are a good fit.

    This makes it a win/win for everyone plus tons of time is saved on both ends.
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  • Profile picture of the author misterme
    Originally Posted by Matthew North View Post

    You have brought up an interesting point here.

    My understanding of that particular technique is to move the focus away from the price and onto something else, or at the least uncover any latent objections before going into price.

    My experience in high value selling is that price is rarely the reason for not going ahead. Selling to the value is what makes the price objection less critical.

    I say that to prompt and close on objections, I want them to build a 'barrier' to the sale because I want to know if this a good prospect or not.
    OK. So you're saying you want to see if they toss up objections, "build a barrier to the sale" as you put it, to judge whether they're a buyer or not.

    I'm saying if they're a buyer and you handle the sale proficiently, you'll know that they're a buyer because they'll be handing you a payment when you're done.

    Simply put, there are Objections, Conditions and then there are Stalls. A true objection would be where they genuinely can’t proceed at the moment. Nothing can be done about it and it's no one's fault.

    A Condition is like when they need to buy the red widgets but you only sell blue ones.

    I'm sure you already know what a stall is.

    So the thing is, in a typical sales conversation the objections and conditions are uncovered way up front. Not at the tail end. At least, that's how I handle it.

    Then you can deal with them, take a step aside, go back, cover stuff again, try a different tact as you go along. See what they need to get from Point A to Point B. Take care of it. Settle it.

    But the LAST thing I'd ever want to do at the tail end as we get ever so close to that moment where asking for the check and getting payment is but the natural progression of everything that occurred before it - is to prompt them to think of - and voice - reason upon reason they wouldn't want to make the purchase, right?

    Originally Posted by Matthew North View Post

    Your second point is also very interesting with getting them to chase you.

    You seem to have a different opinion on both of these points, would you mind sharing what you would do differently? How would you get them to chase you
    I attempt to become distinctively AND integrally valuable to them.

    Thanks for the question.

    Originally Posted by fasteasysuccess View Post

    Like said before, if your main objection is always price from customers then you're not building the value right and or
    It doesn't look like you're catching what I'm saying.
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    • Profile picture of the author fasteasysuccess
      i think you're missing what i'm saying as well mister me. This post began with them coming to you. From the other side, would work to that point.
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    • Profile picture of the author Matthew North
      Originally Posted by misterme View Post


      So the thing is, in a typical sales conversation the objections and conditions are uncovered way up front. Not at the tail end. At least, that's how I handle it.

      Then you can deal with them, take a step aside, go back, cover stuff again, try a different tact as you go along. See what they need to get from Point A to Point B. Take care of it. Settle it.

      But the LAST thing I'd ever want to do at the tail end as we get ever so close to that moment where asking for the check and getting payment is but the natural progression of everything that occurred before it - is to prompt them to think of - and voice - reason upon reason they wouldn't want to make the purchase, right?
      Ahh I understand what you mean now.

      Our approaches are quite similar in that I handle the objections before the presentation, at the start right after qualifying and going thru the discovery process.

      Are you a face to face salesperson or telephone? Both?

      What kind of products do you sell?

      Recently I've been contacted to sell SMS gateways of all things but have sold things as simple as non-stick pans and vacuum cleaners.

      On a simple sale I would never ask if there were any final concerns before going ahead. For a very complex sale that involves multiple decision makers and users I ask this question to gauge how far the account has to go before closing. These sales cycle usually take 3 and 6+ months if it's an agency or govt. client.

      However, I agree in principle that it's usually a bad idea unless the prospect has shown an honest cooperation beforehand to iron out any details.

      Originally Posted by misterme View Post


      A guy's trying to make some time with a girl. Maybe they talk about things they like to do, things that interest them, movies they like, pop music... whatever.

      Near the end, he asks her out and she says:

      She: I'm sorry, but you're too short for me.

      He: Other than me being too short for you, is there any other reason we can't go out together?

      She: You're too overweight for me.

      He: Other than me being too short and too overweight, is there any other reason we can't go out on a date?

      She: You're the wrong religion for me.

      He: Other than me being too short, overweight and the wrong religion for you, is there any other reason we can't go out?

      She: I'm a lesbian.

      He: Other than me being too short, overweight, the wrong religion for you and you're a lesbian, is there any other reason we can't go out?

      You see how silly it is to wait until you're way down the process to find these objections out?
      I laughed out loud, thanks man.

      I would interpret these as false objections if anything.

      I do see what you mean and agree this illustrates a good point, as well as how using this one technique can be a crutch. Sometimes it works and other times it won't. When I feel that this tactic would give an honest answer to uncover the actual objection and they're using the price as an excuse, I'll ask it.

      How I see it is that it depends on the kind of sales you are doing and the kind of relationship you have with the prospect already.

      Thanks for your reply.

      Matthew.
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  • Profile picture of the author misterme
    Originally Posted by fasteasysuccess View Post

    i think you're missing what i'm saying as well mister me. This post began with them coming to you. From the other side, would work to that point.
    I got that. I was speaking as if I were your customer in your example. In your example, I came to you for carpet cleaning. You had asked me why I called you, and why having my carpet cleaned was important. As a customer you uncovered some of my concerns. Then you explained to me how your carpet cleaning service fit my concerns.

    That's the point you left it at, do I have that right?

    And I was continuing that conversation, that example, further, speaking as your carpet cleaning customer.

    You appear to understand this as me writing about me in my real life, selling people and issues I encounter. No, that's not what I'm doing at all. I'm pretending to be that customer speaking to you, in your example.

    And as your carpet cleaning customer, after you've told me how your cleaning is natural and safe to kids and pets, addressing my concerns... I then, as the customer, would say to you, the carpet cleaning person to whom I walked into your store or called your shop, I would then say, "Hey everyone offers natural cleaning that's safe to kids and pets. In fact, I'm only calling those who ARE 100% safe. But what I want to know NOW is, what do you charge? Because your competitor is asking for $XX - and to tell you the truth, I'm not gonna pay that much to have my carpets cleaned. So what can you do for me?"

    And you can't or won't answer that with this mind reading technique you wrote about. You said the "sale becomes easy." And that's what I'm interested in hearing from you. What you would then say and do when the customer, after you said this was a simple and powerful technique to use that makes the sale easier and makes it so people won't price shop?

    So... I gave you a typical customer objection for you to roll with your technique. Hope it's not too much to ask for. Nobody says you have to answer, but I really wanted to see what you'd say.

    @Matthew North, here's a great analogy about objection handling.

    A guy's trying to make some time with a girl. Maybe they talk about things they like to do, things that interest them, movies they like, pop music... whatever.

    Near the end, he asks her out and she says:

    She: I'm sorry, but you're too short for me.

    He: Other than me being too short for you, is there any other reason we can't go out together?

    She: You're too overweight for me.

    He: Other than me being too short and too overweight, is there any other reason we can't go out on a date?

    She: You're the wrong religion for me.

    He: Other than me being too short, overweight and the wrong religion for you, is there any other reason we can't go out?

    She: I'm a lesbian.

    He: Other than me being too short, overweight, the wrong religion for you and you're a lesbian, is there any other reason we can't go out?

    You see how silly it is to wait until you're way down the process to find these objections out?
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    • Profile picture of the author fasteasysuccess
      In your example of the dating, yes i agree, why waste time going through that. That's why if they come to you, then hopefully you have them qualified or are starting them through the qualification process, then can lead on.

      In my carpet cleaning example with the 3 questions, i even said etc.. obviously you would want to build the value, but make sure you hit their main concerns and goals first.

      What I was saying before is...

      If only objection comes down to price, then either didn't build the value enough or not qualified. If only looking to do a sale and go, then can just pitch away and close some, but if looking to flip the script, become more of a "doctor" and prescribe the right solution for more value and more money for you, then questions flips that typical salesman position and you can make a lot more.

      Now misterme when you said...

      "Hey everyone offers natural cleaning that's safe to kids and pets. In fact, I'm only calling those who ARE 100% safe. But what I want to know NOW is, what do you charge? Because your competitor is asking for $XX - and to tell you the truth, I'm not gonna pay that much to have my carpets cleaned. So what can you do for me?"

      I was saying by that point if you built the value, then you should've of already separated self besides the fact that your safe like others.

      If want a specific example if someone says that misterme and theirs tons to use, one i can use is on the emotional level since she told me about her kids allergies...

      "I understand you are only looking to pay x for your carpets to get cleaned. After all, their just carpets, right?" then they probably say "yup".

      "But mrs. price shopper, let me ask you...

      Can you put a price on your families safety and health. I remember you telling me that your sons health was your number one priority, right?"

      then they say 'yes"

      Then you could say..."My cousins kids allergies get real bad in the springtime. Last year they had to take him down to Mercy Hospital because he had so many issued breathing. It turned out to be the carpets that were there for years. Once it was deep cleaned correctly, his symptoms improved.

      I understand your budget is obviously important, but as you said, so is your sons health. I know there's some cheaper carpet cleaners out there, but we're more then that. A lot of them say they use safe and healthy chemicals, but did you know actually most of those "safe chemicals" contain xyz. We only use 100% tested and proven ingredients that are not only safe to people and animals, our trademarked system of cleaning was ranked x in ggg magazine 2 years in a row. In fact......."

      Then you go on to build the value again and differentiate yourself. Now you are making them think about being cheap over safety and family health and etc..."

      And only use example stories if true.

      Like said misterme, there's tons of scripts and ninja tricks you can do to eliminate price objection and if done right, price only will be an issue when they're not qualified well enough or not shown the value.

      Hope that's what you wanted.
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      • Profile picture of the author vndnbrgj
        To everyone reading this thread, do whatever works best for you.
        This is Fasts approach, and it seems to work well for him.

        Originally Posted by fasteasysuccess View Post

        "I understand you are only looking to pay x for your carpets to get cleaned. After all, their just carpets, right?" then they probably say "yup".

        "But mrs. price shopper, let me ask you...

        Can you put a price on your families safety and health. I remember you telling me that your sons health was your number one priority, right?"

        then they say 'yes"

        Then you could say..."My cousins kids allergies get real bad in the springtime. Last year they had to take him down to Mercy Hospital because he had so many issued breathing. It turned out to be the carpets that were there for years. Once it was deep cleaned correctly, his symptoms improved.

        I understand your budget is obviously important, but as you said, so is your sons health. I know there's some cheaper carpet cleaners out there, but we're more then that. A lot of them say they use safe and healthy chemicals, but did you know actually most of those "safe chemicals" contain xyz. We only use 100% tested and proven ingredients that are not only safe to people and animals, our trademarked system of cleaning was ranked x in ggg magazine 2 years in a row. In fact......."

        Then you go on to build the value again and differentiate yourself. Now you are making them think about being cheap over safety and family health and etc..."
        Personally, I would never do business like this.
        If you came into my house and used my kids' health as a reason to get my carpets cleaned, I would throw you out, possibly give you a black eye. Implying that by not using you to clean my carpets I am jepordizing their health and safety.

        If you were the carpet cleaner, I would kick you out.
        If you used these tactics and were an employee, I would fire you.
        If you were a client, I would get rid of you.

        There are other ways to close a deal to resort to something like that.
        Plus there are many other people who want to have their carpet cleaned.
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        • Profile picture of the author nyk24
          just skimmed this thread.........think like a customer is a good start.

          Anyone from the uk will be familiar with the brand "lush" they have stores all over the uk selling beauty products like soap bombs etc. I remember the owner saying on tv recently, "We give the customer what they like, not what they want and if they don't like it we stop selling it or change it until they like it" They don't use focus groups either!

          It works for them so why not us warriors who can't mind read?
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      • Profile picture of the author misterme
        Originally Posted by fasteasysuccess View Post

        we're more then that. A lot of them say they use safe and healthy chemicals, but did you know actually most of those "safe chemicals" contain xyz. We only use...
        Thanks for expanding on that.

        That's what I'm calling, "Differentiate the Difference" because it's not enough anymore to state what makes you different or why, because so many entities are doing just that.

        So it's like we've now come to Differentiation v.2, where we have to go to the next level, as if to say, "and not just that [cleaning with safe ingredients], but here's what's different about our difference [we use chemical X]."
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  • Profile picture of the author misterme
    There was a boutique chain which went as far as eavesdropping on customers' conversations to get a finer handle on what their shopping experience in the store was like and what they wanted to see and buy. And their sales shot up.

    Not saying this is same topic as this thread exactly but it is about finding out what your customers will buy and selling it to them in the way they want to be sold.
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  • Profile picture of the author bsummers
    Now I was just thinking. If they are already coming to you why the need to ask these kinds of questions? They already came to you right? Why not ask them what they are interested in and what they need. Personally, if a person asks me these questions, I will get irritated.

    Maybe you should use this when prospecting instead.
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  • Profile picture of the author fasteasysuccess
    it is meant of a prospecting/sales process discovery, so you know which points are the ones to focus on. Especially if they tell you they are "calling around" and everyone does x. This flips the script from another salesman to someone who is trying to give the right solution to their customers.

    Like said before, never would lie or make up facts, but if you can find things you do differently and that really make you the "valued choice", then it is a whole other profitable level you can play with.

    A lot of people think they are just selling carpet cleaning, plumbing, widgets, etc...

    You can sell that, but if you make it about much more, then you make more and your customers receive more value. A win/win...how business should be.
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  • Profile picture of the author NewParadigm
    I think the key takeaway is that people pull the trigger through emotion(benefits), and justify with logic(features). If a seller doesn't hone in and appeal to emotion(benefits), and just fuddles w/ logic reciting (features) they have handicapped their chances of a sale.

    These types of questions are also great to do in surveys of past/existing customers to give you insights on targeting/selling new customers.
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  • Profile picture of the author TrumpiaTim
    Hmm interesting questions, I'll keep this in mind for my next appointment!
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