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How to Use Layering Questions
Guest articles > How to Use Layering Questions
by: Mike Brooks
First, for those of you who have seen me live, you know that I am big on questioning your prospects during the qualification stage. As I’ve said -- they have all the answers as to why they'll buy or not buy, and it is your job to get them to tell you.
While asking questions is certainly a good start, you'll get the most thorough and complete information if you use layering questions.
Layering questions are simply questions that go a little deeper into an area or concern so that you get to the root of what really drives your prospect.
An example of a layering question goes like this:
“Who are you going to be speaking with about this decision?" (Assumptive question)
And when they say their spouse, you then layer the question by asking –
“And what do they think you should do about this?"
Knowing this kind of information gives you the edge when it’s time to close. And layering questions are exactly what you use to get it.
Layering questions are effective, powerful and easy to ask. Yet 80% of sales reps never use them. The Top 20%, on the other hand, know their value and ask them all the time. It's part of what makes them the Top 20%.
Examples of other layering questions you can use:
“If you decide to move on this investment, how much would you put into it?"
Layering question: “And is that money liquid now or would you have to move something around?"
“I'll get this quote off to you today, and I'll follow up with you tomorrow at 10 o’clock – would that work?"
Layering question: "Assuming you like it, what is the next step?"
I'm sure you see how this goes, so take a few minutes now and write some of your own. And then use them!
If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: http://www.MrInsideSales.com
Contributor: Mike Brooks
Published here on: 11-May-08