We're in a 10 episode series, DMN8 Your Market in 90 Days, a step-by-step guide to grow your revenue. It's a book I wrote in September of 2019 to help business owners grow their business, capture more revenue, dominate their market. You want a copy of this book. You can get it in paperback or kind go to the show notes. There's the Amazon link. Buy the book, be awesome. DMN8 your market today. We're on Chapter Eight: Skill Building - Effective Questions In all my years of selling services (primarily) and owning service businesses, I've found that the most important skill to develop is learning how to ask effective questions. You know the kind. The questions that elicit responses that aren't "yes" or "no". The questions that require thought and multiple sentence responses. Why is it important to ask effective questions? Simple. When you ask effective questions, your prospect's answers will typically tell you how you need to sell them or what it will take to get them to buy from you. I believe that having five effective questions available for every service you sell and ready to fire them off without hesitation puts you in the driver's seat. In sales, like motion negotiations - He who talks most, loses. When you're able to ask your prospect questions that uncovers the pain of why they need you or gives you buying signals, your job becomes very easy. Think of about five questions that will require your prospect to answer you with more than a "yes" or "no" answer. These are questions that usually start with "W". What, Where, Why, When, Who? Think about scenarios you've witnessed that have created "W" questions about your business. Write those questions down. Just like your elevator speech, commit these questions and answers to memory. When you ask the question to the prospect, just be quiet and listen to the answer. When you think they have completed their answer, count to 10 before you speak. Most of the time that pause (it's called a pregnant pause.) will cause your prospect to continue with their answer. Remember he who talks most, loses. Every time there is a sale, there is a winner and a loser in order for you to be successful, you want to be the winner more than the loser. As you progress with these five questions, you'll begin to notice more question opportunities. Continually add these effective questions to your repertoire so you can focus on uncovering your prospect's true needs. Selling is not telling. It's the biggest thing I want you to know. It's not telling your features and benefits. Selling is asking your prospect questions, finding out what their need is, and then answering their need with a solution that you can provide. If you listen and you listen with the intent to be able to provide a solution, you'll DMN8 the day.   DMN8 Your Market in 90 Days Book   If you're interested in learning more about Gary Geiman and/or DMN8 Partners, you can visit these online resources for more information:   https://salvonow.com https://www.facebook.com/gwgeiman72 https://www.facebook.com/dmn8partners https://www.youtube.com/c/TheMarketingMafia   or you can email Gary at [email protected] or call the office at 859-757-2252.