Stop asking if they have questions

Stop asking, "Does anyone have any questions?" in your group meetings. (While you’re at it, stop asking the same thing in your 1:1s.)

Asking if your buyers have questions is a crutch.

Soliciting questions shows that you didn’t prepare enough relevant, open-ended, strategic questions to keep the meeting flowing…and in your hands.

It may also suggest you’re not confident.

Most buyers will ask a question when they want to.

Stopping your verbal tic is easy. Practice this qualifying question today:

"What resonates most for you regarding what we’ve discussed?"

Easy, right?

Kudos to you for trying this version: "What resonates most – good or not good – about what we’ve been discussing?"

If needed, revise your question menu to be chock-full of strategic, open-ended questions that help you build account and buyer profiles. You’ll never get a chance to ask all the questions in your pitch meetings, but you’ll feel more confident and able to converse freely.

One of today’s best questioners is Tim Ferriss, so let Tim coach you in this video on how to think about asking questions.

After soaking in Tim’s wisdom, return to your DO exercise and work on your question menu. Creating the list will bolster your qualifying and probing skills because you’ll feel confident with a question menu that will back you up if needed.