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

COMFORTABLY DISTURB QUESTIONS THAT 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 FOCUSED QUESTIONS 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 FOCUSED QUESTIONS CHECKLIST 3. Does the question require a “yes” or “no” answer?

CLIENT FOCUSED QUESTIONS CHECKLIST 4. Is the question an open ended question aimed at discovering needs, wants, or problems that the client might have?

CLIENT FOCUSED QUESTIONS TWO STEPS 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