As all of you who have had IMPAX training know, answering a question with another question is a skill we value because it actually strengthens our communication.

Why is it helpful to utilize this tactic and how does it strengthen our communication? Well, here are a few reasons:


It prevents a research call from becoming a product-oriented sales call.
It helps you maintain control of the meeting.
It's a strategy that prepares us with the necessary input that allows us to answer the question more effectively.


Many of you have heard this IMPAX example:

Customer Question - "Does your product come in blue?"


Response #1 - "Yes, it does.  In fact, it comes in seven beautiful shades of blue."
Response #2 - "Why, is color important to you?"


If you answer the question with Response #1 it leads the CUSTOMER to ask more questions.

If you answer with Response #2 it provides YOU with the opportunity to ask more questions.

It's not that you don't want to answer the question, it's that you don't want to lose control and lose track of the 95-5 rule (we listen 95% of the time and ask questions 5%). As we all know, it is not difficult for the "95-5 Rule" to become the "5-95 Rule"!

Another idea - This is also a great strategy for any of us who are parents to use when answering questions like, "Why can't I play in the street?" or "Why do I have to be home at 11:00?" Turning the question around is not only an effective communication strategy at home, but it can also be an excellent tool for helping your kids think things out for themselves a bit more clearly.