(Page 94-96) Types of Questions That Can Be Asked You can use these types of questions to get the prospect talking Flashcards
Types of Questions That Can Be Asked:
You can use these types of questions to get the prospect talking. They should be doing 70% of the talking, and you should only be doing 30%.
- Closed-Ended Questions:
- Open-Ended Questions:
- Probing Questions:
- Reflective Questions:
- Leading Questions:
- Hypothetical Questions:
- Diagnostic Questions:
- Comparative Questions:
- Clarifying Questions:
- Summarizing Questions:
- Rhetorical Questions:
- Funnel Questions:
- Recall and Process Questions:
- Choice Questions:
- Disjunctive or Tag/Tail Questions:
- Closed-Ended Questions:
Limit the respondent’s answers to a set of predefined options.
- “Have you had your home’s exterior painted in the last five years?”
- “Is there any specific color palette you are currently considering for your exterior?”
- “Are you looking to have this painting project completed by a certain date?”
- Open-Ended Questions:
Allow the respondent to answer in their own words and provide detailed information.
- “What are your main goals for this exterior painting project?”
- “How do you envision the new look of your home’s exterior after painting?”
- “Can you describe any specific styles or themes you’re interested in for your home’s exterior?”
- Probing Questions:
Delve deeper into a client’s initial responses to uncover detailed information about specific needs, preferences, or concerns.
- “What aspects of your current exterior paint are you most dissatisfied with?”
- “Could you elaborate on why you prefer a certain color or finish for your home?”
- “What specific features of your home’s exterior are you hoping to highlight or change with this paint job?”
- Reflective Questions:
Clarify and reflect back what the prospect has said, ensuring correct understanding and showing attentive listening.
- “So you’re saying you want a color that complements the natural surroundings of your home, correct?”
- “You mentioned durability being a concern; are you looking for paint that withstands extreme weather conditions?”
- “It sounds like you’re interested in a modern yet timeless look, is that
right?”
- Leading Questions:
Guide the customer towards considering a particular viewpoint or decision, used judiciously to avoid coming across as pushy.
- “Considering the Texas climate, wouldn’t a heat-resistant paint be an ideal choice for your home’s exterior”
- “Have you thought about how a lighter shade might help reflect sunlight and reduce cooling costs?”
- “Don’t you think choosing a high-quality paint could enhance the curb appeal and overall value of your home?”
- Hypothetical Questions:
Invite customers to imagine a scenario, helping them visualize the benefits of a service or overcome objections.
- “How would you feel if the new paint significantly improved your home’s curb appeal?”
- “Imagine your home with a completely different color scheme, what’s the first color that comes to mind?”
- “If the painting could be done with minimal disruption to your daily life,
how would that impact your decision?”
- Diagnostic Questions:
Used to diagnose a problem or need that the customer might not have explicitly identified.
- “Have you noticed any specific problems with your current exterior paint, like peeling or fading?”
- “What challenges have you faced with previous exterior paint jobs on your home?”
- “Are there areas of your home’s exterior that require special attention due to weathering or other issues?”
- Comparative Questions:
Help customers evaluate different options by comparing them against each other.
- “Do you prefer a matte finish over a glossy one for your home’s exterior,
and if so, why?” - “Between a bold color and a more neutral tone, which do you think would better suit your home’s style?”
- “How do you compare the importance of paint durability versus aesthetic appeal for your home’s exterior?”
- Clarifying Questions:
Clear up any confusion or misunderstandings about what
the customer has said.
- “When you mention a ‘long-lasting’ paint, are you referring more to the
color retention or to the paint’s resistance to weather conditions?”
m “Could you clarify what you mean by a ‘low-maintenance’ exterior paint?” - “You mentioned wanting a ‘unique’ color; could you specify what types of
colors or shades you consider unique?”
- Summarizing Questions:
Summarize the main points discussed, ensuring both parties are on the same page.
- “So, to summarize, you’re looking for a durable, weather-resistant paint in a modern color scheme, correct?”
- “Just to confirm, you want the painting completed within a month, focusing on high-quality, eco-friendly materials?”
- “AmI right in understanding that your priority is balancing aesthetic
appeal with long-term durability for the exterior paint?
- Rhetorical Questions:
Emphasize a point or create a thought-provoking moment, used carefully to maintain a professional tone.
- “Isn’t it amazing how a fresh coat of paint can completely transform the
look of a home?” - “Who wouldn’t want their home to be the best-looking one on the street?”
- “Isn’t peace of mind worth it, knowing your home’s exterior is protected and looking great?”
- Funnel Questions:
Start with broad, open-ended inquiries and gradually narrow down to more specific, closed-ended questions.
- “What are your general thoughts on exterior painting?”
- “Do you have any color preferences or styles in mind?”
- “Which specific shade or brand of paint are you considering, if any2”
- Recall and Process Questions:
Understand the interviewee’s thought process and experience with a particular subject.
- “Can you describe your experience with the last exterior painting project
you had?” - “How did you go about selecting the color and tpae of paint previously2”
m “What were the key factors that influenced your decision in your last
exterior painting?”
- Choice Questions:
Present a list of options for the respondent to choose from.
- “For your home’s exterior, are you leaning more towards traditional colors, contemporary tones, or something more unconventional?”
- “Would you prefer a paint that focuses on durability, aesthetic appeal, or environmental friendliness?”
- “Are you considering any of these three finishes: matte, satin, or glossy?”
