Power Question #1
What Do You Want to Know?
This question is a great way to get to the heart of what a potential client may want to know. Your time is valuable so you don’t want to waste precious time answering the wrong question. Your prospect may have a clear idea about what they want to know but asks a general question hoping to get the right answer.
Set yourself up for success by simply asking…
You have probably been asked this question in an interview by a potential employer. You may have even asked this question before yourself. You can save yourself some discord, if you drill down, ask deeper more specific questions to get to the root of what information is really needed.
Following up with a more specific question, can eliminate a long conversation giving details the prospect doesn’t need. Here’s an example, you are meeting with a power player who can change the course of your business with this contract. You meeting with the decision maker who is tight for time. They are prepared to say, Deal or no deal right now! They say to you, “Tell me about your business.”
What are they really asking? What do they really want to know?
Do you start by sharing your passion and life’s purpose and how it’s your calling to do this work? Or do you begin by telling her all about your talents, skills and special gifts? Or do you jump right into your sales pitch?
What would you do?
Here’s an option and a great way to clarity exactly what the prospect really cares about. A great follow up question,
- “What if I begin by sharing with you some work we’ve done with clients like you…”
- “What aspect of my business would you like for me to focus on?”
- “What part of my business interests you?
- “Before I answer that, have you any experience with our company or a similar company in the past?”
Save time, energy and frustration by getting the heart of what your potential client really wants to know.
It is also a good practice to ask follow up questions: Two examples are:
- “Did I answer your question?”
- “Is there anything further I can answer for you?”
- “Is there something else you would like to know?”
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In awareness, passion, joy, purpose & getting the right questions answered,