| This is article nine of our 20-article series on | | | | for a limited, more direct response you could say, |
| Closing Sales and Becoming an All-Star Sales | | | | "I'm wondering if you've given any thought to the |
| Person. Today, we'll continue with our discussion | | | | new health care laws that have been enacted." |
| of probing. You'll recall that there are four | | | | This will get you a yes or a no. The above |
| different ways to ask questions: open-ended, | | | | statements are not questions but they are |
| close-ended, I'm wondering and the question mark | | | | responded to as if they were. |
| question. Today, our focus is on "I'm wondering." | | | | Use I'm wondering instead of asking open or close |
| I'm wondering can be used for either an unlimited | | | | ended questions when you don't want to be |
| response as in an open-ended question or to get | | | | perceived as asking one question after another. |
| a brief direct response as in a closed-ended | | | | It's also useful as a way to vary your questioning |
| question. | | | | technique and to make your probes more |
| I'm wondering is making a statement that is | | | | interesting. |
| perceived as a question. In other words, although | | | | What you've just done, you've learned to use |
| it is not a question the other person hears it as a | | | | another tool for questioning your prospects to get |
| question and feels obliged to answer it. For | | | | the kind of answers you want to receive. Use |
| example, do you want to get an unlimited | | | | this principle professionally or personally and you |
| response, you might say, "I'm wondering what | | | | will have better conversations with everyone you |
| your thoughts are about the new health care laws | | | | know. |
| that have been enacted" To use I'm wondering | | | | |