Smart Questions
That make you look smart!
Smart lead-in questions:
- What makes you think…
- How do you select…
- What’s most important to you about…
- Where do you see…
- How have you employed…
- What has been your experience with…
- If you could change one thing about…
- How would you improve…
- What plans have you made to…
Smart follow-up questions to smart lead-in question…
- How will you do that?
No-means-Yes closing question…
- Can you see any reason not to —————-?
Smart closing strategy questions…
- What’s the risk? If the risk is low, what are the possible rewards?
- Fair enough?
- Is there any additional information you need to decide?
- Can you see any reason not to proceed?
- Is there anything else (more) you need to know?
- How will you deal with that?
- What plans have you made to handle that?
- How will you use that to your advantage?
- How will your toughest competitor react to that? (naming the competitor is infinitely more painful)
- If you ———— how would you use your —– to build your business?
- If you were able to achieve those goals, would ———– be worth it?
- Isn’t that what you really want?
- How are you taking advantage of the ———— opportunity?
- Is anyone you’re doing business with ————?
- Are you looking for new ——————–?
- Are you looking to make more ————?
- How much is one new customer worth?
- How much is one new business friend or relationship worth?
- How often do you ——————- ?
