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