“Did you bring lunch today?”

“Does your program offer group coaching?”

“Will you be home this afternoon?”

“Are you picking up the kids today?”

“Have you read Persuade for Good?”

“Did you make the pasta salad?”

Would you believe me if I told you that all of these questions should be answered in the exact same way?

But they’re so different????

Yes they are.

AND all questions are an attempt at gaining a very specific piece of information from you.

It all comes back to this: What are they even really asking?

Do they wanna order lunch or are they wondering if it’s my chicken in the fridge?

Do they prefer 1:1 coaching or want to know how big the groups are?

Do they have a package being delivered or are they wondering if I’m going to that networking event?

Are they gonna ask me what I thought of the book or gift it to me for my birthday?

Did the pasta salad make Sharon sick or does she want the recipe?

You find out by using a tool called the CLARIFYING QUESTION.

Here are 3 reasons why we love them:

#1. You avoid assumptions 

#2. You can answer questions more effectively 

#3. You can get to what they really want more quickly 

The worst mistake you can make when using a clarifying question? Thinking that more effective communication is only valuable at work.

Asking for clarity will transform your sales conversations, 100%.

Asking for clarity will also transform almost any conversation.

We absolutely 100% need to know why our husband is asking what’s for dinner. 

We find out by using our favorite clarifying question: WHY DO YOU ASK?

(Better known in the group text as: “WDYA?")

• Does he want something specific?

• Was he planning a date?

• Was he looking for the green light to skip and go to the driving range?

Knowing why he’s asking will allow us to really answer.

Answering without clarity: “Burgers.”

Asking “WDYA?” and finding out that he was asking because it’s kids eat free night at the local Mexican restaurant and he knows you’ve been craving those enchiladas.

Answering after getting clarity: “Perfect! I had burgers laid out but we’ll eat those tomorrow! Meet you there at 6!”

Would we have gotten there eventually? Maybe. Or he might have heard burgers and thought he’d better not suggest anything different.

Then we don’t get our enchiladas and everyone loses.

Asking for clarity is the single most important thing you can do to save time, gain understanding and give people the information they actually need.

In case you even think for one second that I would tell you to do something that we don’t do ourselves….

Refuse to assume.

Xo, The Salesgirls