tags - negotiationinterrogativequestions
Example of interrogative questions - surrounded by features and benefits - develop around a topic/product/service.
Service: Tax-deferred growth
“Tax deferred growth” creates a fuzzy picture. You can’t see anything. There’s no vision.
You can ask a question like, “what program of systematic growth do you have for your estate?” but that’s still in your own world and creates no vision.
Instead, ask benefit-oriented questions that create clear vision:
- How much tax did you pay last year?
- How much of that would you like to have in savings today?
- When would you begin?
[#campnegotiationsystem]: Jim Camp: Negotiation System, Camp Negotiation Systems, Inc.