Closing Sales With Rhetorical Questions
Wouldn’t it be amazing if there was a product that could solve all your problems?
Don’t you just love the idea of making tons of money doing what you absolutely love?
Wouldn’t life be better if you never had to worry about money again?
HELL YEAH, of course – to all of these questions…
But I got one more for you…
You know these questions above are all rhetorical, right?
Even the question above THIS sentence is rhetorical, depending on your answer.
If your answer was “No,” don’t worry, this blog post has got you covered. But if you answered, “Yes,” you are well on your way to understanding just how powerful rhetorical questions are when it comes to persuasion, selling and conversions!
It’s Crazy How Powerful Rhetorical Questions Are When Used Properly, Huh?
So what’s the big deal about rhetorical questions, and how can they increase your sales?
Look back at the first three questions at the top. Chances are you nodded or answered “Yes,” to all three of them, right?
Thanks to our social training and conditioning, when we are asked a question, our brain feels required to think about the best answer for this question and answer it accordingly. Author Drew Eric Whitman wrote in his book, Cashvertising that according to McCroskey (1986), “to respond correctly requires that we understand the question” (71).
So if you can get your prospects to consciously answer a rhetorical question that is linked to your main message, it means they understand what you’re really asking, and you have a higher chance of successfully persuading them.
Russell Brunson’s “Trial Closing”
The whole objective behind rhetorical questions is to get your readers to keep nodding their heads and saying “Yes.” It goes a little like this:
“Are you tired of dealing with the pain of ________?”
“Would you be interested in a solution?
“Do you see how my product can solve that pain for you?”
“Do you like this product?”
“Are you ready for this product to change your life?”
“Do you want to buy this product?”
Marketer Russell Brunson calls these types of questions, “Trial Closes.” When you train your reading prospect to say yes throughout your entire sales letter, they’ll more than likely be ready to buy your product!
It’s All About the Message
There are some people who find that rhetorical questions don’t work. Some people even believe that it’s a form of manipulation that could make your audience feel pressured into buying or believing what they don’t want to buy. I can’t blame people who feel this way. It’s possible that people get caught up in buying things they don’t need simply because they were reacting to the flow of saying “Yes.” If anything, being a double-edged sword just shows you how powerful rhetorical questions can be.
But let’s keep it real: At the end of the day, it’s all about the message you’re trying to convey to your readers – which should always be to give them immense value. The product that you’re trying to sell should always be capable of transforming the lives of your ideal prospects.
If you truly believe that your product or service is capable of such a feat, you will have no problem conveying that message through your copy in sales letters, video scripts, blogs and other forms of writing. You won’t have to worry about manipulating people for the wrong reasons. Instead, you’re persuading them to better their lives with products and services they otherwise would have no idea about.
For more information on how to write highly converting sales copy, check out the blog at JDCopywritingINC.com.