Questions That Sell

Other Uses for Vision Questions

Vision questions do not only serve as the second half of impact questions. They can be used by themselves when it seems that a customer has already come to the Have To stage of commitment and does not need to be convinced with impact questions. Likewise, vision questions can be a way to salvage a conversation in which impact questions were not as effective as they should have been. Furthermore, generalized vision questions can be used during other parts of a meeting to determine the motivations of a customer. For example, sometimes customers are not as free in expressing their frustrations and concerns as those in the above exercises. A customer who seems standoffish and aloof might open up if asked a vision question. ...