Surely you’ve met a curious child before who asks “why?” too frequently, right? This habit of throwing questions after another is called question stacking.
Questions Stacking occurs when you ask a question, and another one, and another one, until it gets overwhelming that you end up not resolving anything. You might’ve been doing this with your sales conversations unconsciously. You should know, this habit can cause confusion for the clients.
Now that you’re aware of it, you can police yourself whenever it happens and stop it immediately.
Whenever you ask open-ended, powerful questions to your clients, give them enough time to react to it, to think about it. That way they can better articulate their thoughts and provide you valuable answers. Moreover, this way can help you develop a better solution or proposal for their business.
Likewise, when you get a response. Don't fire another question right away. Sit on the conversation for a while, then you can move on to the next question. This is how meaningful conversations start. This is how solid relationships are built. This is how deals are made.
Ask one question at a time. Give your clients adequate space to construct powerful answers.
Tell me, do you often catch yourself question stacking? Let me know what you think about this in the comments below!