During the christmas vacation, my mother and I met a business man working for a company implementing Network 21 – a type of a business system. What they do in the company is selling products not in door to door way but through some business negotiations on potential business partners. He gave away some tips in negotiating. One of this is the ’power of questioning’ as he call it.
He said, through his experience, that questioning is a good tactic in taking control of a conversation.
Example is this script in settling an appointment by calling a person you already know in the telephone
Part 1:
Aireen (the caller): Hello Maureen. This is Aireen. Are you busy on January 4?
Maureen: Yes
Aireen: How about in January 6?
Maureen: No
The first part is questioning the availability of the person. Asking for the availability is practical. Setting two dates is practical and can have best chances. In questioning, it is best to set questions answerable by yes or no so that the conversation is not too messy. If the two dates is not available for the Maureen it’s okay, since Aireen didn’t let loose more information, there is another chance to ask Maureen in future time without Maureen being irritated.
Part 2:
Aireen: Do you want to have additional source of income?
Maureen: Yes
Aireen: I met a business man, he is looking for potential business partners and he wants to invite few people in his house, would you like to come, since you’re not busy on January 6? Let’s meet 9:00 am in the City Diagnosis Center, his house is near there.
Maureen: What is this business you’re talking about?
Aireen: Obviously, I can’t tell this all on the phone. We can meet on the City Diagnosis Center on January 6, so do you want to go?
Maureen: Yes
Aireen: Bye
Maureen: Bye
On the second part, the questions is now asking for interest. When Maureen was asked if he want to have additional money she said yes. Based on the business man’s experience, 95% of people if asked about this they usually say ‘yes’.
When Maureen asked about what’s the business is all about? Aireen choosed to hang her there by not slipping more information. Aireen also said ’obviously, I cannot tell this all in the phone’. ’Obviously’ has a psychological effect of the improbability of what Maureen wants to know. In this way Maureen would be thrilled about this proposal and decide to come. Finally the conversation is over. It’s not messy and it saves time.
