Download - Meeting #3 Asking questions Comfortably disturbing clients (How to listen people into buying)
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Meeting #3
Asking questions Comfortably disturbing
clients(How to listen people into buying)
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Comfortably disturbing your clients.
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KEY
THE
Understanding the difference between
appropriate and inappropriate questions
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VERDICT
THE
“In a court of law, you ought never ask a
question that you don’t know the answer to.”
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Resist asking questions where:
• You know the answer
•The answer is obvious
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IMPORTANT TO YOU?
IS TRUST
“No…I’d like to deal with a criminal….can you
help?”
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IMPORTANT TO YOU?
IS QUALITY
“No….could you sell me the junk please?”
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So how skilled are you at crafting and asking powerful questions?
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Inappropriate
Questions
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COMFORTABLYDISTURB
QUESTIONSTHAT
• Will not upset the client
• Will help clarify their needs
• Will have a positive reaction
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LEARNING
DISCOVERY
People are more likely to take action on that which
they discover for themselves
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Your worksheets –
A Client Focused Question Checklist
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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?
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CLIENT FOCUSEDQUESTIONS
CHECKLIST
3. Does the question require a “yes” or “no” answer?
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CLIENT FOCUSEDQUESTIONS
CHECKLIST
4. Is the question an open ended question aimed at discovering needs, wants, or problems that the client might have?
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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
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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…
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Questions that have the capacity to
COMFORTABLY
DISTURB
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What questions do you ask?
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THANK YOU