How to Use Layering Questions

First, for those of you who have seen me live, you know that I am big on questioning your prospects during the qualification stage. As I've said - your prospects have all the answers as to why they will buy or not buy, and it is your job to get them to recapitulate this to you.

While asking well belief out, scripted questions is de facto a good start, you will get the most standard and perfect data if you learn to use layering questions.

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Only the top sales reps use layering questions, and the intuit they are so critical is because they get your anticipation to go a diminutive deeper into an area of interest they have, or in an area of concern. By scripting out and using layering questions, you will be able to fully understand what is driving your anticipation to make a decision, and/or why your anticipation might not be ready to do business with you.

Obviously, knowing this data will move you that much closer to getting the sale.

Here are some examples of layering questions you can use during the prospecting phase to learn who and what is motivating the buying decision:

When qualifying to find out who is complicated in the decision process, you're going to start with a nice assumptive quiz, like:

"Besides yourself, who else is complicated in the decision process?"

And when they say their spouse, manager, or boss, etc., you then layer the quiz, by asking -

"And what do you think they would do?" Or, "What direction are they leaning in regards to this?" Or, "What do they commonly do in this kind of situation?"

Another example of sufficient layering questions to expose possible objections before you get ambushed by them while closing:

If your anticipation is looking at other vendors:

"Tell me __________, who else are you looking at in regards to this solution?"

And your layering questions:

"And which companies look good to you so far?" Or, "Who are you leaning towards right now?" Or, "If you had to make a decision today, who would you go with?"

And then ask, "Why is that?"

You must listen determined to each response you get because your prospects will often recapitulate the objection that is going to kill your sale later on. Top 20% reps would rather know this data Now rather than send out their info, go straight through the trouble of trying to track them down, go straight through a long presentation, and then get the no. I'm sure you can understand why...

Layering questions are effective, noteworthy and easy to ask. If you want to get promptly better, then use the two above (or adapt them to your sale), and begin to write more of your own.

How to Use Layering Questions

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