Real Secrets of the Top 20%

The Benefits of Layering Questions For those of you who have seen me live, you know that I am big on questioning your prospects during the qualification stage.  As I've said -- they have all the answers as to why they'll buy or not buy, and it is your job to get them to tell you. While asking questions is certainly a good start, you'll get the most thorough and complete information if you use layering questions. Layering questions are simply questions that go a little deeper into an area or concern so that you get to the root of what really drives your prospect. An example of a layering question goes like this:  "Who are you going to be talking with about this decision?" (A nice assumptive question).  And when they say their spouse, you then layer the question by asking – "And what do they think you should do about this?" Knowing this kind of information gives you the edge when it's time to close. And layering questions are exactly what you use to get it. Layering questions are effect