From the course: Mastering Authentic Influence for Highly Successful Sales

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Preparing your questions

Preparing your questions

From the course: Mastering Authentic Influence for Highly Successful Sales

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Preparing your questions

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- So the questioning process is fraught with risk and it's both how the client might respond to it as well as how you might feel going into it. So recognizing that clients are nervous about questions for a lot of very good reasons, we're trained to be nervous about questions, we're trained to know, not trust them for, to do what they say they're going to do, which is seek our our point of view. It helps us to be empathetic toward the client and prepare questions to be softer and perhaps to put some risk minimizing tools around them. Recognizing that they can make us uncomfortable helps us to really think through what do we really need to know and why do we need to know it? Because what I find often is that people are asking questions and they're not the questions they actually want to be asking. They're either dumbing a question down or they're asking a question that, that it really is driving to three different levels…

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