Whether that’s influencing people during sales conversations…
Or during group meetings…
Or through public speaking…
Here’s the secret:
The person asking the question controls the focus.
You see, questions create something called a knowledge gap.
Which is a gap between what the audience knows and what they don’t know.
This gap creates curiosity…
And once you get your audience curious, THEN they are more likely to buy into what you have to say because they WANT to know what you have to say.
However, what do most mediocre speakers and salespeople do?
They SHOVE information down the audience’s throats, before the audience (or decision maker) even WANTS to know it.
In fact, according to research, the best salespeople ask twice as many questions are mediocre salespeople.
So, here’s the takeaway:
Create a knowledge gap using questions, and ONCE your audience / prospect is curious, only then should you feed your information through that gap!