Memorize these five W’s plus the H and you will never be at a loss
as to how to ask your prospects a good question.
The five W’s and one H are:
The words start open-ended questions.
An open-ended question cannot be answered with a yes or no.
They require an explanation.
They require someone to engage in a conversation.
And that’s the purpose of these questions.
Who, in addition
to yourself, will be involved in making the decision?
What is the real
key to earning your business?
When will you
making a decision to purchase?
Where do you think
you will see results from using our product?
Why is that an
How will you be
using our product?
Here are a few things to remember about using
Don’t make the
other person feel like a spotlight is on them.
questions written out in advance.
Mix them up.
interested when you ask the questions.
Don’t be thinking
about your response when they are talking.
– List six questions about your product
using the five W’s and one H.
– Compile a list of all the questions
and add them to your Sales Playbook.