Archive for questions
How to ask great questions part 6
Posted by: | CommentsHave you ever thought about questions as having levels? Watch a trial attorney in action. Many cases are won or lost based on the skill of the attorney asking questions. Some of the questions seem safe and mundane while others go straight for the jugular.
The way we know the effectiveness is by watching the reaction of the witness or jury. The same is true for clients.
If we ask a question the wrong way or ask the wrong question we can get an adverse reaction from the prospect. This is called Gapping. We’ve all been there and often not realized why or how we got there.
So, to help increase effectiveness and avoid gapping, here are the Five Levels of questions.
1 SAFE QUESTIONS:
Draw out information
Relax the other per-son
Releases tension
Does not require deep thought or analysis
“How are you today?”
2 CLOSED QUESTIONS:
Yes/no
True/false
Specific responses/facts
Interrogation
3 OPEN QUESTIONS:
“Are you looking for a new or used car?”
4 ESSAY QUESTIONS:
Allows elaboration
Encourages sharing
More participation
Discover motivation
“What type of equipment do you like on your car?”
4 INTERVIEW QUESTIONS:
Specific agenda
More depth
Get closer to person
Values emerge
Intellectual vs. feeling
“Other than the price, what is important to you in a car?”
5 CONGRUENT QUESTIONS:
Core issues
Sensitive
Involve feelings
Can create harmony
Generates self-disclosure
“What would need to exist for you to convince yourself to do business with us today?”
Most people stay at the first two levels. Going to higher levels requires more skill, more trust and more rapport. It sometimes also requires the willingness to take a risk because the likelihood of gapping is greater at the higher levels.
Understanding this concept of questions also helps us understand why there can be disparity in perceptions during the sales process. We gap and don’t even realize it! That is why asking questions effectively is an art and not a science. If we are on target with clients we will be able to move from safe questions to congruent questions by the end of the sales process.
The key to constructing effective “word tracks” is using questions effectively. Having a process to help is just one more tool to be both more successful and more professional.
“What would need to exist for you to convince yourself to do business with us today?”
You can aquire more communication skills with our newest book, Just Ask, Learn more…
How do we inspire ourselves to greatness?
Posted by: | CommentsHow do we inspire ourselves to greatness when nothing else will do?
Have you seen the movie Invictus? If you have not I encourage you to go right away if you are a person looking for inspiration toward your own and loftier goals for your community and the world.
Some may say the story line is too simple, yet that simplicity is what makes it so powerful.
Do you have visions of dreams and goals not yet fulfilled? Do you seek a higher place in life then you are right now? Then I challenge you like the movies does to get past your past and reasons you can’t and just go out there this day and year and make the impossible - possible.
Choose the other rode less traveled without fear or disruption from your intent and experience an exhilaration that will remove the doubt and replace it with new vigor and vitality toward your ambitions.
This is a time when we need new leaders with fresh ideas to come beyond the ordinary and choose the extraordinary. If you are one of those people blog me letting me know your ideas for action. Allow yourself to move into your greatness and unlock the doors to new opportunities inspired by your optimism causing your ne sayer’s to be humbled with vitalized energy for a new fresh start.
Yes, you are the only person who can flip that switch that ignites the fuel for action on your road to your destiny. Get started now and let’s do something bodacious.
What’s In A Name?
Posted by: | CommentsDo you like your name? Did your parents give you a name of someone they respected? Did your parents choose your name because of some historical or famous person? Did your parents choose your name because of some religious or Biblical reference? Did your parents choose your name because they loved it?
Our name is very important to us. My name is William. My father’s name was William and we named our first son William. When I was a little boy, my mother called me Billy. I did not like that name. Then I was called Bill. I accepted that name and now most people call me Bill. Few people call me William. Bill, for me, is a comfortable name.
Are you wondering how come I am focusing my attention on the importance of our names? Here is the reason: Once our family went on its annual three day outing, to an Ohio State Park. While there, I stopped at the gift shop. As I was browsing, I asked the person behind the counter for her name. She said, “My name is Noreen.” I said, “Do you like your name?” She said, “No it is ugly!” I asked, “Who gave you your name?” She responded, “My mother.” I asked, “Did she ever tell you how come she called you Noreen?” She commented, “Yes, it was the name of someone she loved very much. My mother said, ‘if I ever have a little girl I will name her, Noreen’.” I said, “So, of all the names your mother could have chosen, she gave you a name she loved.” Noreen said, “I never thought of it that way. To think it took me this long to appreciate the importance of my name. Noreen is a beautiful name.” Then she thanked me.
What do you know about your name? Have you ever inquired about the specifics of exactly how your name was chosen? Do you know the meaning of your name? For example, William is old high German – Will helmet. It means: will, desire, resolute, protector. Have fun with your name. Discover its origins. Interview your family members who know the reasons you received your name. There is a story behind your name – go discover, write it down, or put it on audiotape. Enjoy your name!
When you meet a person, ask for their name. Listen for the correct pronunciation. Use their name five times before you end your conversation and then, watch what happens!
We, at McGrane Global Centers, can help you change your life for the better today!
