Using Loyalty Cards to Build Long-Term Relationships With Leads

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facts. The approach forces us to start off with higher level, general questions then slowly drill down to the specifics. Simple and intuitive.

While this approach can certainly be effective, if you’re asking questions exclusively in this way, you may be missing out on an incredible opportunity to create massive emotional contrast in the mind of your customer! In other words, your layered questions may be thought-provoking but not feeling-provoking.

Research has shown that 95% of our gambling data belarus purchasing decisions are emotionally driven. That means that when it comes to sales discovery, asking questions that stir emotional awareness of the problem is critical. If your questions help the customer feel the pain associated with their current state, your chances of motivating to make a purchase will significantly increase.

Science tells us that it’s not just asking the right questions that can produce this reaction. The order of the questions themselves that can have an equally important impact.

In the bestselling book, Thinking Fast and Slow, author and Nobel Prize winner, Daniel Kahneman recounts a survey of German students where each respondent was asked two questions: