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About this lesson
Narrow Questions are very helpful in getting information that will help you determine if the prospect is a fit for your product or service.
Exercise files
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Quick reference
Narrow Questions
You need to ask intelligent questions to get your client to start talking. The next section is called the Horacio Effect. It is called the Horacio Effect because of the character on CSI Miami. Horacio always catches the bad person by asking them intelligent questions. The bad guy starts telling him everything he needs to know to make the case. You need to be like Horacio and ask intelligent questions of all of your prospects.
The next type of questions you should ask are narrow questions.
When to use
To get to know your client / customer you need to always ask intelligent questions. Once you have asked the expansive questions and have gotten your client to start talking, then you can ask narrow questions.
Instructions
Once you have built a relationship with your client and have made them feel comfortable, you can start asking them intelligent questions. The first type of questions you should ask are Expansive Questions. Once you get them talking then you ask them some narrow questions.
Narrow questions are typically a “Yes” or “No” answer.
Examples:
- “Have you ever had (X Product or Service) before?”
- “Can you see how (Your Product or Service) will help you achieve (Prospect’s Desired Outcome)?
Always write down the answers that your client provides you, because the more information you have from the client the more custom of a solution you can provide to them.
Login to download- 00:04 In this video, we're going to continue with step five, the Horatio effect.
- 00:08 So in the last video, we talked about expansive questions.
- 00:11 We're still on intelligent questions,
- 00:14 because this is gold for you and your sale.
- 00:17 So, the next type of questions are narrow questions.
- 00:21 What are narrow questions?
- 00:23 Narrow questions are typically, a yes or no answer.
- 00:27 So, here's an example.
- 00:28 Have you ever had X product or service before?
- 00:33 Have you ever had X product or service before?
- 00:38 Or can you see how your product or
- 00:40 service will help you achieve prospect's desired outcome?
- 00:45 So, how that might sound for me with the Brownie group or a training company?
- 00:48 I might say, have you ever had training before?
- 00:52 Boom, can you see how training will help you achieve your financial goals?
- 00:59 Boom.
- 01:00 So, you insert whatever it is your product or service is in there.
- 01:04 So when you have a narrow question, now you're gaining more information.
- 01:08 And by the way, you guys want a ninja secret?
- 01:11 Here's a ninja secret.
- 01:12 Write down exactly the responses that you get.
- 01:16 We're gonna talk more about that, but you wanna make sure you have a pad and paper,
- 01:21 you've got a tablet, something that you can put in or
- 01:23 even your computer where you can record what is it that they're telling.
- 01:27 That whatever it is that they're telling you, whatever does answers are.
- 01:30 Because the more information you have, the more you can custom tailor your
- 01:35 presentation to make sure that there's a fit.
- 01:38 That you can provide the solution, because we're sales people.
- 01:41 We're into providing what for our clients?
- 01:44 Solutions.
- 01:45 Solutions to their challenges.
- 01:48 So to recap, narrow questions.
- 01:50 You have to ask intelligent questions.
- 01:53 They're typically a yes or no answer.
- 01:56 An example, have you ever had X product or service before?
- 02:00 Another example, can you see how your product or
- 02:03 service will help you achieve prospects desired outcome?
- 02:08 Boom, this is sales gold.
- 02:10 So, make sure you practice this.
- 02:12 Practice this in the mirror.
- 02:14 Practice this with your husband, your wife,
- 02:16 with your children, with your coworkers, cuz practice makes perfect.
- 02:21 So, repetition is the mother of skill.
- 02:24 So you gotta do it over and
- 02:25 over and over until it just becomes second nature for you.
- 02:28 And if you practice, it will.
- 02:31 Great job.
- 02:32 I'll see you in the next video.
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