Written by The Scribbler
This script by retired nsd NSD Anita Garrett-Roe is titled “Five Effective Questions,” but ironically, the download name of the document was “GetThatAgreementSigned.”
For a potential recruit to buy in, they may have to hear the words in their own voice. When you ask someone a question, and they answer it, they are hearing their own voice. If they are answering the right question, they will convince themselves.
1. “If you don’t become a consultant today, what will be improved a year from now?”
(This is powerful because you are asking them to look at what their life will be like a year from now if they don’t say yes to this opportunity.)
2. “If you were to become a consultant today, what will be improved a year from now?”
(The wording here is very important…notice that you didn’t ask them what would be different, you asked what would be improved. You also used the word “will” instead of “would” which gives a sense of expectation. When you ask closing questions you can—by your choice of question—direct the type of answer they will give you. For this question, they will tell you, in their own voice, what will be better about their life a year from now if they become a consultant today. You’re not telling them, they’re telling you. , They know the answer… they’ll say it… and they’ll hear the answer in their own voice. In the process of that, they will begin to convince themselves that this is what they want.)
3. “What qualities do you have that would make you shine as a consultant?”
(They’ve just told you how their life will be improved and now they’re going to tell you why they’d be good at it!)
4. “What are the two most important reasons for you to become a consultant today?”
(Powerful question—especially the use of word “today” which adds a sense of urgency. Because you’re asking them for only 2 reasons, they will pick out the two most important ones. it might be their family, or children, or finances, or because they don’t want to work a j.o.b. anymore…they’re going to tell you now the 2 most important reasons why they need to become a consultant today. You don’t have to convince them if you ask them the right questions—they convince themselves!!)
5. “It does sound like you’d be an excellent consultant. Why don’t you give it a try?”
(The reason that this question is so powerful is because when they think about giving something a try, they believe that they have options. that they’re just testing it out. They don’t believe they’re making a decision. In actuality, they are making a decision, but it gives them the felling of having an ‘out’…that question — in exactly those words, “Why don’t you give it a try?” will allow them to give themselves permission to say yes!