As explained by Mathew Dixon & Ted McKenna in the book “The Jolt Effect”, what sets top performers apart from the crowd is their capacity to overcome customer indecision.

Also called “F.O.M.U. Fear Of Messing Up”.

I believe your first step should be having an effective & insightful line of questioning.

Asking leading questions is key to your success.

So what is a leading question?

In opposition to broad questions that increase the possibilities of various answers.

A leading question is a type of question that guides your contact into providing the kind of information you are looking for.

It essentially narrows down the answer to one particular aspect.

Why does it matter?

To unlock:

• A leading question is a powerful way to stimulate your prospect's thinking.
• And it will guide your contact to unlock the real pain point and engage in a meaningful conversation.

To drive:

• As a Sales, whether you are hunting prospects or farming clients, asking the right questions will get you the correct answers.
• It will allow you to drive the conversation and prepare your contact to be open to new perspectives. Having laser-focused questions makes you credible and appear as a coach already.

To improve:

• It is a formidable tool to save time, to lead your calls based on your expertise, and to create engagement and retain your partners.
• It is often overlooked, although it can make the difference between underachieving and over-achieving your quotas.

Don't forget that your prospects are coming to you and will remain loyal clients for your level of service.

Asking the right questions based on your experiences and insights is a determining factor.

There are five types of leading questions:

1. Discovery
2. Insights
3. Impact
4. Story
5. Consideration