How to get customers to let down their guard and be willing to talk to you more? Use "3 Questions" to make the other person want to talk more

When you make sales, you will be very nervous when you have to meet people you have never met before, right? But for customers, they are more likely to be wary than nervous, so it is important to eliminate customers' wariness.

First, you need to eliminate the other person's vigilance and make him feel at ease that "there is nothing wrong with this person." Next, you need to make the other person feel that you can "talk well" and "have a tacit understanding with this person", and then think that "this person can be trusted." In the end, there will naturally be a sense of trust that "he is on my side." This process is very important.

After you successfully remove the other party's vigilance, you can move on to the next step and create a state where the other party feels at ease and can communicate easily.

In order to achieve this goal, the most important thing is to play the role of "listener". Before you talk about yourself, please be sure to "listen to what the other person has to say."

A method that helps to make the other party willing to talk is to "expand the question", that is, to ask questions that allow the other party to talk about his or her own thoughts and background freely, and to slowly expand the topic while listening to what the other party has to say. At this time, you can make good use of the "Three Questions".

"Why?", "What kind?", "How?"

Use these three key questions to make the other person feel comfortable speaking out their thoughts and background.

"Why do you think that?"

"What kind of reason is that?"

"What's the best thing to do in the future?"

Questions like this can have two outcomes. One is to know what the other person is really thinking, and the other is to let the other person think by asking questions. If it is a question that is not convenient to ask, you can add something like:

"If you don't mind me asking"

"I want to ask for advice from the perspective of a learner"

"If possible"

At this time, there is one thing I hope to pay attention to. That is don't use "why". Because it sounds a bit strong and makes people feel "violated".

It's not "Why haven't you thought about it", but "Why haven't you thought about it". This is a more intelligent way to ask questions.

Then, avoid asking "Why do you think that way?" Instead, use "Why do you think that way?"

As long as we create an atmosphere that makes people want to talk, the other party will slowly trust us when telling us what we really think, and eventually we will become a trustworthy partner of the other party. If we can gain the trust of the other party, then they should be willing to listen to us about work-related matters, and it will be easier to get the contract.