{"id":3749,"date":"2008-08-25T13:42:50","date_gmt":"2008-08-25T18:42:50","guid":{"rendered":"http:\/\/magic1host.com\/blog\/2008\/08\/25\/question-framing\/"},"modified":"2008-08-25T13:42:50","modified_gmt":"2008-08-25T18:42:50","slug":"question-framing","status":"publish","type":"post","link":"https:\/\/magic1host.com\/blog\/?p=3749","title":{"rendered":"Question Framing"},"content":{"rendered":"
by Kenrick Cleveland<\/div>\n

Here’s an interesting exercise which I’m sure you’ll get real quick because you’re all such intelligent folks out there. Spell the word ‘folk’ three times. Do it right now in your mind. Spell the word ‘folk’ three times as fast as you can.<\/p>\n

Now what do you call the white part of an egg?<\/p>\n

What was your answer? Did you say yolk? Really?<\/p>\n

Are you asking your prospects the right questions to get to their deepest values and criteria? When we elicit criteria, if we’re doing it right, our prospects don’t understand what they are really giving us.<\/p>\n

So how do we make the most of our questions? What needs to be remembered is that the questions we ask cause the answer. As we learn persuasion, we learn how to better ask questions.<\/p>\n

If I were an adviser and I sat down with a brand new client who has never bought anything from me before would I be crazy enough to ask my prospect, “Would you just tell me the two or three things that you need to hear me say today to make you buy? Just tell me so that we can get this part out of the way. Go ahead. I’m listening.”<\/p>\n

It’s absurd. No one would give me that kind of information if I asked it in that way. It’s too blatant. They might ask you to leave nicely or they’d just laugh at you and walk away. However, when we elicit criteria they easily hand it over just like taking candy from a baby. Why one way and not the other? To an extent it’s disguised.<\/p>\n

Your prospect doesn’t understand what they are giving you when you ask this way. Only once in a blue moon will you find someone who gives you resistance to this, but it doesn’t happen often. Even if they did understand what they were giving us, it’s absolutely acceptable to find out what your prospect needs prior to recommending a product or service. Doctors don’t just pass out medicine prior to finding out why you’re there to see them. Neither do consultants, lawyers, or sales people. We simply cannot give people any recommendation if we don’t know what they want or need.<\/p>\n

Here’s the point and this is important: we’re setting people’s minds up so that we can enter them and we can get them to do what we want them to do. We can set them going along a direction that when we interrupt that direction, we can cause them to immediately, as if it was always so, go along with what we’re saying. (What’s the white part of an egg called?)<\/p>\n

When I ask you ‘what’s important about X?’ or ‘if I were a magician and I had a magic wand and I could wave it and get you anything in business you want, what would it be?’ I’m listening very intently for where you have the strongest emotional reaction to one of the words that you’re saying.<\/p>\n

We’re opening the people’s minds. We’re opening them to their own desires, to their own things.<\/p>\n

\n
About the Author:<\/div>\n
Kenrick Cleveland teaches strategies to earn the business of wealthy<\/a> clients using persuasion<\/a>. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies<\/a>.<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

Here’s an interesting exercise which I’m sure you’ll get real quick because you’re all such intelligent folks out there. Spell the word ‘folk’ three times. Do it right now in your mind. Spell the word ‘folk’ three times as fast as you can.<\/p>\n","protected":false},"author":475,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[77],"class_list":["post-3749","post","type-post","status-publish","format-standard","hentry","category-business","tag-business"],"_links":{"self":[{"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=\/wp\/v2\/posts\/3749","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=\/wp\/v2\/users\/475"}],"replies":[{"embeddable":true,"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=3749"}],"version-history":[{"count":0,"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=\/wp\/v2\/posts\/3749\/revisions"}],"wp:attachment":[{"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=3749"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=3749"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/magic1host.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=3749"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}