Meeting #3 Asking questions Comfortably disturbing clients (How to listen people into buying)
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Transcript of Meeting #3 Asking questions Comfortably disturbing clients (How to listen people into buying)
Meeting #3
Asking questions Comfortably disturbing
clients(How to listen people into buying)
Comfortably disturbing your clients.
KEY
THE
Understanding the difference between
appropriate and inappropriate questions
VERDICT
THE
“In a court of law, you ought never ask a
question that you don’t know the answer to.”
Resist asking questions where:
• You know the answer
•The answer is obvious
IMPORTANT TO YOU?
IS TRUST
“No…I’d like to deal with a criminal….can you
help?”
IMPORTANT TO YOU?
IS QUALITY
“No….could you sell me the junk please?”
So how skilled are you at crafting and asking powerful questions?
Inappropriate
Questions
COMFORTABLYDISTURB
QUESTIONSTHAT
• Will not upset the client
• Will help clarify their needs
• Will have a positive reaction
LEARNING
DISCOVERY
People are more likely to take action on that which
they discover for themselves
Your worksheets –
A Client Focused Question Checklist
CLIENT FOCUSEDQUESTIONS
CHECKLIST
1.Is the question one that your client would expect you to know?
2. Is the question one that has an obvious answer?
CLIENT FOCUSEDQUESTIONS
CHECKLIST
3. Does the question require a “yes” or “no” answer?
CLIENT FOCUSEDQUESTIONS
CHECKLIST
4. Is the question an open ended question aimed at discovering needs, wants, or problems that the client might have?
CLIENT FOCUSEDQUESTIONS
TWOSTEPS
1.List the end result benefits – examples include; quality, safety, information, peace of mind, time saving, exceptional service
2. Design open ended questions to discover more
Sample Question Starters
• What are some things that you’re concerned about..
•What have been your experiences with…
•What are you hoping to achieve with…
Questions that have the capacity to
COMFORTABLY
DISTURB
What questions do you ask?
THANK YOU