(1 minute read)
As a former speech writer for the White House, and now a successful best-selling author, Dan Pink knows a thing or two about persuasion.
He believes we undervalue the use of questions in our (sales) presentations, leading to uncertainty or indifference from our prospects or audience.
Questions, by their very nature, elicit an active response. So, when we present a prospect with a question, they actively need to consider their response. This is not the same when we make statements.
When asking a question, you’re inviting and encouraging the other person to engage. Now, if you can utilise your familiarity with the facts and evidence for adopting your viewpoint (product or service) you have a greater chance of persuading the other person.
So, by incorporating more questions than statements, the prospect is more likely to weigh up your evidence and make a more informed – v’s impulsive – decision. What do you think?