When you were a kid and you did something bad, what happened? Did your parents sit you down and tell you what you really should have done? Maybe they explained patiently that they were just trying to help you avoid the mistakes that they had made. They didn’t want to see you get hurt after all so stop riding your bike down the hill with no helmet and hands in the air!

As kids our parents would sit us down and tell us what to do. They would tell us everything from doing the laundry, mowing the lawn, to cleaning up our rooms. Thinking back to those moments, how does that make you feel? More importantly if your parents came over to your house now and told you to “pick up the house!” how would you feel then?

Even the most patient of us doesn’t react well when people TELL us what to do. It brings back those memories of not being control of our destiny. Now, envision your last few sales calls, what did you tell your prospects?

• Did you tell them about the great features of your product/service?
• Did you tell them about how it could save them money?
• Did you tell them how much better your offering is compared to your competitors?

Telling your prospects what is good for them will just get them to head for the hills! They will retreat like an 8 year old to their room and leave you with a dial tone. It doesn’t matter how great your product or service is when your customer won’t listen. Your prospect really does want to hear what you have to say; they just don’t want to be TOLD to listen.Instead of telling your prospects how great your offering is, how much money it will save, etc., get them to come to the conclusion on their own. Getting them to feel like they are in control and making the right choice will have you ringing up the sales daily.

Transforming from telling into a mode of asking questions can seem challenging at first; however the differences will be astonishing. Consider digging deeper with your prospects with the following:

1. What question can you ask them that will get them to tell you what will allow them to make a decision? (maybe it’s price, a certain time period, etc)
2. Can you ask a question that will let them tell you what the most important feature they truly desire?
3. What question can you ask that will have them seeing you as the perceived expert in your field?

When you can craft questions that meet the above criteria you will have prospects begging to meet with you. The more interest piquing your questions the more sales you will make daily.Discover 67 interest peaking questions in my power packed free 5 day course on Questions That Sell.