The Three Follow Up Questions That Get You Closer To “Yes”

Author: Rodney Daut

In my last post, I shared with you a simple technique for starting a conversation that can let someone know what you do but also get them talking about themselves and their own issues.

This gives you an opportunity to demonstrate your ability to listen, making the other person feel cared for which builds trust.

But now that this person has shared a problem with you, what do you do next?

Do you immediately move in for the kill and try to sell them on working with you?

I’m sure you can guess that the answer is “no.”

So what do you do?

Instead, you gently reassure the person that their problem can be solved.

You might mention that you’ve helped others with that same problem (if it’s true) or that other facilitators have helped others with that same problem (almost always true).

Then ask for another problem.

Anne’s favorite question (follow up #1) is to ask “What else is on your hit list?”  You could ask a different question if that one doesn’t work for you.  You might ask “What else stops you from living your best life?”

In many cases a person will share yet another problem they have, you will then demonstrate once again how well you can listen to that person and then …

Ask for yet another issue.

How many times do you do this?

Anne likes to stop at four problems.  You can judge for yourself how many you want to request.

Why This Works

By asking for several problems and noting that the method you use has been shown to solve them, you’ve communicated, a bit indirectly, that you’ve got the skills to handle all four problems.

You are not just a one-trick pony.  You can help with many issues … and you didn’t have to make a direct claim to be able to handle every problem under the sun … which no one would believe.

You’ve given your prospective client some confidence that you can help her.

And she trusts you because she’s already been treating you like a trusted advisor by sharing her problems.

Now do you try to sell her on sessions?

No.

Instead … you ask another question.

Ask “Is there anything you’d like to know about me, or how I help people?”

No matter what she asks, answer directly and honestly … don’t add any spin.

The person might ask “How long have you been doing this?”

Answer with the confidence of honesty.  Don’t add any “but’s”.  

For example, if you’ve only been using TLM for six months, don’t say “I’ve been doing this for six months … but my teachers say I’m really good.”

Instead say “I’ve been helping people make changes in their lives for about six months now.”

Then just wait.

When I did this, I was surprised at the responses I would get.

“Oh that’s not long.  And you’ve already been able to help people?  That’s impressive.”

Remember, at this point you’ve already demonstrated your listening skills and reassured the person that you can help them.

So she has a feeling of trust with you, that’s why it’s no surprise that how long you’ve been in business is not her biggest concern.

Treat every question you get by answering honestly, directly and with no “but’s.”

Once you’ve answered her questions …

It’s time to write a prescription.

Yes, like a doctor, you will prescribe the treatment.  

You let her know how many sessions you think it will take to solve all four problems that she’s brought in.

Of course this takes some guess work and you’re making an assessment based on your past experiences helping others.

Anne’s rule of thumb is to suggest 10 sessions.  You might decide on more or less depending on what you hear from the client.

I asked Anne, “How do people respond when you recommend 10 sessions?”

Here’s her answer.

I rarely get an objection to this.  I think most people realize that 10 hours isn’t a very big commitment to make considering they want to change something that’s been bothering them for most of their lives.

I tell the person that based on experience, I recommend 10 sessions because that’s what it takes to make a real difference in how you feel. It takes 4 to 6 sessions to get rid of the first pattern and from there, the process accelerates. Ten weeks will give us an opportunity to eliminate 2 to 4 patterns.

So now do you ask for payment?  Do you finally swipe her credit card?

No.

You do something that’s a bit counter-intuitive.

You ask for reasons she might say “no.”

Here’s the question Anne asks (follow up #3): “Is there anything that might make you hesitate to work with me?”

This is not what your potential client expects.  At this point she might have felt a bit uncomfortable if she wanted to say no for a particular reason, or had a question she needed to ask but was afraid to ask because it might insult you.

Now you’ve given her the opportunity to say why she might say no.  And by not asking for a sale, there’s a lot less pressure.

But how do you handle the objection once she states it?

It’s easy to get into an unproductive conversation if the objection isn’t handled with the right kind of tact and sensitivity.

Bad objection-handling can turn an “on-the-fence” person into being on the wrong side of the fence very quickly.

So in my next post, I’ll tell you how Anne suggests we handle objections.  Once you know her method you and your client will both be put at ease.

Talk to you then.