Directive Questions
Chapter Eight Sample
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Chapter Eight Sample
Directive Questions

Thanks for being a friend, advisor, confidant over the past few months. I just wanted to let you know how much it was appreciated. Fred Sanders, Carters Grove

Directive questions should be used to focus the prospects attention on some area where agreement already exists. For example if the salesperson knew one of the prospects dominant buying motives was to save money, then the sales person might ask If we had a plan that would save you money, I guess you would be interested in it wouldn't you?

A reflective question is one you should use if your prospect says something that you believe is illogical or unrealistic and you want them to see that too, without embarrassing them. For example, if the prospect were to say he would "never" do something or he will "always" do something, then it could be that it would be illogical and unrealistic to have said so if something outside of his control were to intervene.

For example, if the prospect were to say "he would always use the same supplier" and that supplier were to fail to perform for some reason or went out of business, then he would have no alternative but to do something he said he would never do, therefore what he said may have been illogical and unrealistic. When the salesperson turns the statement back to the prospect by saying something like "you feel you would never ever change" the prospect would be able to see that in some cases he might have a choice, in which case he could and probably would, change if the circumstances were in favour of doing so and the use of the reflective question allows the prospect to modify their original position without embarrassment.

The real value of the reflective question, is that it allows the salesperson to continue with the sale once the prospect has recognised that they might have been little too "black and white"

The use of well thought out questions will accomplish four objectives:

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