When trying to find out information about where your prospect is in the buying process… don’t ask “why” questions or, if you do, limit them to very few.
I always say in the sales or inquiry process if anyone is going to appear “dumb,” it’s me. That phrase doesn’t mean “I am dumb…” (I hope) to me. No, it reminds me to ask, ask, ask – question, question, question.
I remember Rudyard Kipling’s poem about Six Honest Serving Men and how “they” taught him all he knew. That poem reminds me to use the correct words to open my questioning so I get the most and beneficial information.
Just to make sure you know that Rudyard Kipling poem, here it is…
I keep six honest serving-men
(They taught me all I knew);
Their names are What and Why and When
And How and Where and Who.
I send them over land and sea,
I send them east and west;
But after they have worked for me,
I give them all a rest.
I let them rest from nine till five,
For I am busy then,
As well as breakfast, lunch, and tea,
For they are hungry men.
But different folk have different views;
I know a person small
She keeps ten million serving-men,
Who get no rest at all!
She sends ’em abroad on her own affairs,
From the second she opens her eyes
One million Hows, Two million Wheres,
And seven million Whys!
Now maybe you too can keep these Six Honest Serving Men and follow Kipling’s advice to employ them, but be sure to give them a rest from time to time.
Curiosity always outweighs demand, judging and frustration. Using these Six Men will help you stay curious. Employ them and you will benefit more than you know imagine.
To Your Success!