Solution Questions
Phase #3: Solution Questions
If you desire to provide effective solutions you will find out to what extend a client is interested in those. Solution Questions are valuable closing tools. They are used to secure the next step in the process.
This is how you change the focus of a conversation from a discussion of issues and their implications to one about the benefits that come from using the right solutions. It also balances a conversation.
On one hand we want to increase the client’s sense of urgency, by using implication questions, on the other hand we don’t want clients to feel so overwhelmed by the magnitude of a problem that they start to divert their attention elsewhere. Instead we want them to be excited about solving the problem.
That’s where Solution Questions come in. They help clients recognize that positive emotions like relief and satisfaction are just around the corner from their current levels of frustration, pain, and concern.
Solution Questions motivate clients to move forward by focusing their attention on solving the problem. Solution Questions look like: “if I could show you how to solve this issue we just discussed, would you be willing to take the next step?” This can be anything: a meeting with someone else, or meeting with a specific group of people.
Solution Questions are closing tools that use the potential value of your offering to secure a client’s commitment to engage further. They are also great qualifying tools.
If a client is not yet willing to move forward, then something is wrong, because why would a client willingly participate in an in-depth discussion about their issues and their implications but not want to hear about the Solutions?
Since we cannot push the client to the next step, because they will push back even more, it is smart to make the closing phase their idea ! The NEXT STEP is their idea.
Clients who are curious will choose to engage, those who are not, won’t…… In this stage the curious ones will want to find out more about the Solutions. This is done by asking Solution Questions, so as to give Clients a glimpse of value to improve their existing conditions.
They are usually hypothetical, like: “If I can show you how to solve your outstanding problems, would you like to know more about the Solutions we can help you implement?”
Another way to have them focus more on benefits than problems is asking them to visualize the perfect Solution: “ Mr/Ms client in your mind, what would the ideal Solution for this problem look like?” “If … is no object, what would you do to solve this problem?”
Caution: Solution Questions should not come up too early in this entire questioning process, because clients have to open up before they want to close. Solution Questions end the discovery process because they dangle a Solution-carrot in front of a buyer whose mouth is still closed.
“Would you like to know how my services can add value” should not be asked before enough needs and implications have been uncovered to justify a favorable decision.
The “Important self “ within each human being wants to be asked important questions because they want to talk about their issues and concerns because they know they need viable Solutions.
Escalating the focus of the questions allows you to see the client perk up as the value of a conversation is raised. Clients are motivated to respond when they recognize that by helping you they actually help themselves. Participants have to be mentally engaged and emotionally involved.
