Next time someone asks you to repeat a question, count the number of
words. Chances are it was more than ten. I’ve often noticed this
happening with salespeople talking with prospects and clients and
executives speaking with members of their team. What’s the issue? Our
brains process questions of less than ten words much more effectively
than those that exceed ten.
Each time we pose a question of more than ten words, the listener
spends more time focusing on the question and less on their answer. Even
if they don’t ask you to repeat the question, which often happens, he
or she is still too focused on your question.
Questions using ten words or less are understood more quickly and
answered more thoroughly. This generates lots of details, a richer
conversation, and even more buy-in.
Our Sales Mantra in Sales Yoga reminds us to:
Say little, ask a lot.
As we ask lots of questions to understand the thoughts and needs of
those around us, it benefits everyone if we use less words in questions,
prompting the listener to give lots of details.
Are you ready to Open More Door, Close More Deals? This new weekly video series starts the week of January 6th. Learn more