Hey guys, down in the Netherlands near Amsterdam. Wanted to focus on one simple point. Inquiry. Not just questions, inquiry. Inquiry can be done through questions, of course. It can also be done through statements. Many people use questions way, way too much. What, where, how, who, which, when, could we, should we, is there, are there, and on, and on, and on.
One of the challenges with questions is people can feel like they’re being interrogated. This creates a condition called question fatigue. That’s not what we want. Break up your questions using statements. Help me understand. Walk me through. Tell me more. Describe for me. Define for me. All kinds of statements can be used. These are almost commands. They’re called directive statements.
Directive statements direct a person to walk you through something, to tell you more, to describe, to define. Pick out the words that you want to use, build them into statements, and use those for inquiry. They break up the monotony of questions, they avoid question fatigue, and for whatever reason people respond very favorable to them. So focused on this, break this up, make this part of your standard inquiry methodology, and you’ll learn a lot more about your customer, about the buyer, and their needs. Focus, focus, focus, practice, practice, practice. I’m Joe Thomas, thanks for watching. We’ll see on the next one.