In business and in life, oftentimes what we ASK someone is far more powerful than what we TELL them. Matt Easton, founder of the Easton University sales coaching system, joins Jim Fitzpatrick on the latest episode of The Small Business Show to share a few of his “power questions” to help you have better conversations, get what you want, and succeed in business and life.
Key Takeaways:
1. Easton emphasizes that asking questions is often more powerful than telling then what you assume they want to hear during any given interaction. He notes how utilizing this approach can lead to better conversations and more successful outcomes.
2. In addition, Easton introduces the concept of three voices present in every conversation: the speaker’s voice, the listener’s internal monologue, and the voice of the listener. Recognizing these can significantly improve how one engages in conversations, especially in sales.
3. The specific “power questions” to drive a conversation forward, increase credibility, and uncover crucial information are designed to encourage the other person to speak more, revealing their intentions, needs, and decision-making processes. Here are some examples:
- “What can I get you information on?”
- “What research have you done on us?”
- “Exactly what’s the most important thing we must accomplish on this call today?”
- “What’s your biggest reason for needing [a specific product or service]?”
- “What makes [a specific date] important?”
- “What do you want to see first?”
- “Does it make sense to [take a specific action]?”
- “What’s a good next step?”
4. Easton and Fitzpatrick discuss the common mistake of talking more than listening in sales situations. They stress that listening and allowing others to express themselves can more effectively achieve desired outcomes, whether in sales or personal relationships.
5. Easton advises against making assumptions based on appearance or perceived status in sales interactions. He advocates for treating every customer with the same level of respect and dignity, following the same sales process, as this approach can lead to unexpected successes and improve one’s skills.
"Remember, there is a danger when asking questions about money and power because people tend to lie about those." – Matt Easton
