Questioning Techniques

Question 1

What is reversing?

Answer 1

Reversing is the practice of answering a question with a question.

Question 2

What are 10 different types of reversing techniques?

Answer 2

Negative, start-stop, strip-line, presumptive question, most-important, dummy-up, rule of 3, let’s pretend, off the record, multiple choice

Question 3

Why is reversing important?

Answer 3

Reversing stops us from answering a question before we the “why” behind the question.

Question 4

As it relates to reversing, what is a stroke?

Answer 4

A stroke is a statement that makes the prospect feel good about themselves and the question they asked.

Question 5

What are some examples of a stroke?

Answer 5

That’s a good question.

Question 6

When should you use a stroke?

Answer 6

Right before asking your reversing question

Question 7

What is the concept behind GAP Selling?

Answer 7

To personalize and understand the impact of what you’re selling, as it relates to the prospect. What can you do for them? What resonates?

Question 8

What is an example of a negative reverse?

Answer 8

I don’t suppose you’d be open to talking a little more about that?

Question 9

What is an example of a start-stop reverse?

Answer 9

(Start to answer)…wait. Why do you ask?

Question 10

What is an example of a strip-line reverse?

Answer 10

It’s funny, I’ve been getting a lot of questions recently about… Specifically what are you most interested in to know?

Question 11

What is an example of a presumptive question reverse?

Answer 11

I’m guessing you’re asking me that because…Is that the case or am I not fully understanding your question?

Question 12

What is an example of a most-important reverse?

Answer 12

It sounds like those are all pretty important to you, but let me ask, which would you say is the most important? Why is that?

Question 13

What is an example of a dummy-up reverse?

Answer 13

Hmm, I’m not sure. Why do you ask?

Question 14

What is an example of a rule of 3 reverse?

Answer 14

You know typically when I get asked something like this, it’s usually for one of 3 reasons… Is this the case? Or is this situation a bit different?

Question 15

What is an example of a let’s pretend reverse?

Answer 15

Okay, let’s pretend for a moment that this was a possibility. What would that mean for you?

Question 16

What is an example of a off-the-record reverse?

Answer 16

Okay, off the record, what’s the bigger concern right now?

Question 17

What is an example of a multiple choice reverse?

Answer 17

I usually get asked these types of questions when…or…or…Are any of these the case here?

Question 18

When should you restate or paraphrase a question back to a prospect?

Answer 18

After a stroke, but before a reversing question.

Question 19

When should you restate or paraphrase a question back to a prospect?

Answer 19

Typically after a stroke, but before a reversing question.

Question 20

Put it all together. How would you respond to this question, using a let’s pretend reverse.

How are you different than EF?

Answer 20

Stroke - That’s a good question
Restate - How are we different than Education First?

Reverse - You know, it’s funny, I get asked that question a lot. Specifically, what are you most interested in?

Question 21

Put it all together. How would you respond to this question, using a strip-line reverse.

How are you different than EF?

Answer 21

Stroke - That’s a good question
Restate - How are we different than Education First?

Reverse - You know, it’s funny, I get asked that question a lot. Specifically, what are you most interested in? Is being different than EF a good thing or a bad thing?

Question 22

What’s the 1st step to creating a conversation around, “I’m happy with EF” after your initial response?

Answer 22

May I ask you one question? (Wait for approval)

Question 23

What’s the 2nd step to creating a conversation around, “I’m happy with EF”?

Answer 23

Are you happy or would you say that you’re satisfied with EF? (What’s the difference?)

Question 24

What’s the 3rd step to creating a conversation around, “I’m happy with EF”?

Answer 24

An “A” vs “C” - If you’re happy, that’s like getting an A on a report card. It means that they exceed your expectations each and every day.

If you’re satisfied, that’s like getting a C on a report card. It means your minimum expectations are being met.

So, coming back to my question. Are you happy or satisfied with EF?

Question 25

What’s the 4th step to creating a conversation around, “I’m happy with EF”?

Answer 25

I’m Happy

That’s wonderful to hear. May I ask what EF is doing for you that exceeds your expectations? (wait for a response)

It’s interesting to hear that those items exceed your expectations. For us, those are things we do in the normal course of business, things that we would consider getting a C on a report card.

Question 26

What is the 5th step to creating a conversation around, “I’m happy with EF”?

Answer 26

Might a share with you why our clients, who felt the same way you did, decided to take a closer look at our company and what they found when they did? (wait for approval)

Question 27

What is the 6th step to creating a conversation around, “I’m happy with EF”?

Answer 27

Share our 3 most compelling differentiators.

Question 28

What is the 7th step to creating a conversation around, “I’m happy with EF”?

Answer 28

Given what I’ve shared with you, do you feel as though you have the absolute best company you could have, for the cost you’re paying?

Question 29

What is the last step to creating a conversation around, “I’m happy with EF”?

Answer 29

Honestly, I don’t know enough about you or your trips at this point to know if we have something better to offer you. Maybe EF really is the better fit. Maybe not. But if you’re willing, let’s setup a time for us to talk and see what we find.

Question 30

How might you respond to someone who says, “I’m happy with EF”?

Answer 30

I’m not surprised at all by that. Most of my conversations with my current clients, began with them saying exactly the same thing.