Question Techniques

The Lesson Engaging with Buyers discusses SHAPE, the questioning technique that facilitates Natural Conversations. SHAPE is an acronym for five types of questions:

Surface
Hunt
Adjust
Paint
Engage

Go to the Materials tab in that lesson to download a hard copy overview of SHAPE.

In addition, the Lesson Conversations Exercise provides tips on how to practice SHAPE Questions and it includes the following hardcopy downloads:

Natural Conversations SHAPE Questions

Sample Responses to Buyer Comments

Roleplaying Tips

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