I’ve been talking a lot about questioning skills with my clients lately and thought you might enjoy some assorted thoughts.
1) A good question can draw someone inward and . . . cause them to reflect, consider and even do so subconsciously through (get this) the awareness your question has created.
2) Good questioning allows you to take control of a situation . . . without being controlling!
3) Good questions create higher quality communication. Higher quality communication fosters superior relationships. Want superior relationships? Start by asking a better question!
4) Good questions lead the recipient on a path of self discovery. You could tell someone something and perhaps they will consider it. If they discover it . . . They own it!
5) Good questions create high levels of rapport. Perhaps Voltaire was spot on when he said “Dude, that was a righteous question” or even infinitely more spot on when he said “Judge of a man not by his answers, but by his questions” What do your questions say about you?
6) A good question changes the lens in which a person sees their world. Note: That’s some pretty deep sh*t right there . . . I’m not going to lie!
7) A good question, asked of the wrong person, is just as ineffective as a poor question asked of the right person. We were taught, early on in sales, to go to the highest level of decision maker. What if we ask a brilliant question of this high level individual, but they are several layers removed from feeling the impact?
8) A good question, at the front end of a response can offer the clarity needed for you to offer a meaningful response. It will also buy you time to craft your response.
9) Good questions focus not only on discovering “ the pain”, they focus on discovering the opportunities your client/prospect desires!
10) A good question can move someone off the fence of indifference by igniting emotional buy in!
So there you have it . . . 10 totally random thoughts about questions and guess what?
Just for the heck of it . . . I put this all into a free, downloadable PDF just for you!
A small “thank you” for the gift of your time today!
Cheers!
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A good question creates a bond. The person asking the question needs to really understand the recipient well to make him reflect and introspect. The recipient will value the question. but even more so being understood.
So true Daniella. That understanding needs to be present at all times . . . even prior to the question being asked . . .so they know the right question to ask.
Well stated!
Thanks for stopping by!
GREAT list of questions for any business dialog, the most important aspect of asking a question is the ability to listen. There a quite a few courses in Public Speaking, but very few in Public Listening! Why is that??
I don’t disagree Bill.
Thanks for sharing your thoughts and have a great week!
I usually spend more time preparing 3 to 4 quality questions than I do on my presentation. A great question trumps a PowerPoint any time.
Agree 100% Gerry!
Well said!
I agree with you 100% Bill. Can’t tell you how many times I’ve discovered one of my reps fail to ask a brilliant question that could have led to a sale, but they didn’t because they weren’t listening! Often times, it’s not what the customer says, but its what they don’t say that begs for one of Paul’s stellar preguntas.
Thank you for the positive start to a Monday. Along the same lines–any suggestions for “listening” to the answer and/or taking good notes you can understand later. I appreciate your posts and hope you have a great week!
Debbie
Thanks Debbie!
Very nicely done, thanks.
Paul, Thanks this comes at a very appropriate time. I’m working with one of our new sales guys and this really hits home as to what we’ve been working on. We are trying to get away from interrogating potential clients and actually take some time to listen and have conversations in order to influence. Keep up the great work!
Mike
Paul.. I appreciate you reminding everyone to ask better questions. Here are the four I will remind myself to ask during conversations this week. Don’t know where I got them but I had them posted on the inside of my closet door to remind myself every day. Here they are->
1. That is really interesting, can you tell me more?2. Do you mind if I ask why you feel that way?3. Where did that decision come from?4. That surprises me, can you tell me a little more about it?It helps to foster a deeper conversation, especially if I listen to their response.
Those are some great questions to encourage the other person to expand their thoughts.
Great way to demonstrate interest too John!
Thanks for stopping by and contributing!
#7 is my favorite. Boy, ain’t that the truth! Thanks, Paul.
Thanks Traci . . . truth be told I copied that one off the rest room wall in an airport 🙂
Thanks for stopping by!
#4 is soooo needed in today’s world
Of course, the entire list is spot-on
I like #2 and have had recent very experience with both # 7 and # 2.
Good article Paul
Thanks Tim . . . I really appreciate it!
was just having this very conversation with a mentor the other day. great stuff as always!!
Thanks Julie!
Wishing you a great week my friend!
Thanks Roger!
Sounds like you guys are heading down the right road.
Wish I had someone like you working with me when I first arrived in this crazy sales world Mike.
Gold star for you for taking the time to coach this new sales professional!
I agree Jim and wish I had owned that one earlier in my career!
Thanks for the kind words!
It’s all about the questions Bro-chacho.
Great post!!
Agreed brohemeth!
When I first started working with Shanahan Printing, my boss Dan Shanahan would come out on sales calls with me. He made me nervous with all of his questions because I had never worked with anyone who did that. Eventually I learned my lessons and realized the wisdom of his ways.
Sounds like Dan taught you quite a valuable lesson Lisa.
Thanks for taking the time to share it with us today!
Paul,
Great list today. If you change the way you look at something, that something changes by your new current view. This can be inspired by the right questions!
An all caps RIGHT ON to you Larry . . . Well said.
Thank you for always taking the time to stop by and contribute!