Archive for asking questions
How to ask great questions part 4
Posted by: | CommentsCan questions really be designed? Yes. In fact, there is a 6-step process taught by the McGrane Global Centers that has been extremely helpful to me. This process is part of the underlying fabric I use in many of my training seminars.
First, the questioner has to decide a critical issue which is, “What is the OUTCOME I am looking for?”
The next step is to set the FEELING TONE. Be aware of the feeling the question creates for us and decide what feeling do we want to create in the person being asked the question.
After that step comes the QUESTION DESIGN. In this step we choose appropriate words and stem. The Stem is the beginning part such as, “Is it true…, Do you agree…, How did you decide… Having a mental library of those stems is called scripting.
The Fourth Step in the process is called NOTICING the SIGNALS. During this step it is essential to be aware of the environment, body language, open/closed signals that change, voice tone, eye contact/movement, and instinctive response. This awareness helps prevent or minimize gapping.
Step Five is an action step too. Bill McGrane identifies it as ASKING YOUR FIRST QUESTION. Here is where we need to really focus on our own mind set, tone of voice, word selection, and feelings based on the response from the previous step.
The final step is not new but is still valid. It is BODY LANGUAGE. Noticing issues such as distance being opened or closed and whether or not any psychological power plays are taking place.
This process is a helpful tool in daily communication as well as sales. One big advantage in sales is that we know we are likely to experience many issues on a regular basis.
With this approach, we can be effective without coming across as canned, insincere, or an interrogator. For example, this process may be used in determining who the decision maker is without being offensive or intrusive.
Learn more at McGrane Global Centers
How to ask the best questions part 2
Posted by: | CommentsIn continuing the series on questions there are better approaches with questins. One suggestion is, “Do you prefer to discuss budget or product first”? This is also an example of being client centered.
The goal of Qualifying is to determine buyer motivation and satisfiers. People don’t want four doors, they want room and convenience. Understanding this concept is the key to building value for the client and profit for the company.
Most people would agree the Number One skill in sales is communication. And then, conventional wisdom suggests that Listening is a priority within the communication skill set. However, is that entirely accurate? Some people believe the average person listens only so they know when it is their turn to speak. Could there be something else equally important? How about asking questions?
In sales, we need to listen for many reasons. The two primary reasons are to 1) gain information and 2) to better understand the prospect.
So, how do we get more information and better understanding? We ask questions. Questions and Listening are like a hand and glove, they go together. Questions can create both involvement and directions for the sale. Questions help design the road map we need to reach agreement. They are the infrastructure needed to develop rapport, information, and involvement.
Well-designed questions enable sales consultants to “talk with” and not “talk at” clients.
Are You Proficient At The Art of Asking Questions?
Posted by: | CommentsHave you ever wondered how come I ask so many questions? When you were a young child did anyone say: “Stop asking so many questions. It’s none of your business. Don’t be so nosy! People don’t like you when you ask questions.” For that reason, are you afraid to ask questions now? Are you uncomfortable when someone asks you questions?
Remember when you applied for a job – all the questions you were asked. As you review your past 5 – 10 -15 years, how do you feel about your work and career? Are you satisfied? Are you fulfilled? Are you ready for the “what ifs”?
1. What if I don’t like my job, career or business?
2. What if I lose my job, career or business?
3. What if I don’t like my boss?
4. What if the organization downsizes?
5. What if I don’t like my organization?
6. What if I became physically incapacitated?
7. What if I don’t enjoy going to work anymore?
8. What if my company merges or is sold?
9. What if I don’t get along with my co-workers or
staff?
What other questions have you asked yourslef to prepare for the “what ifs”? Have you decided how much money you want to earn this year? Do you have the plans and action table for that once in a lifetime dream vacation? Have you chosen the date for your next promotion or career outcome? Do you invest in a Lifelong Learning program to upgrade your skills? Are your childrens’ education funds in place? How is your retirement portfolio?
Would the answers to these questions serve you in creating your life the way you want it? Are you concerned about some areas of your life? Would you like to learn the most important communication skill that would help you with your career and relationships? Are you interested in improving your conversation skills? Is it important for you to be comfortable when you meet new people? Are you interested in acquiring the skills that are necessary to be in charge of your life?
If you answered “yes” to any of these questions then I invite you to develop and refine your Art of Asking Questions skills and then, watch what happens!
Learn more about the art of asking questions
“I now decide to upgrade my skills of Asking Questions.”
