This is a 7 Part series.
See the intro (click here)
See Step 1 | Greeting (click here)
See Step 2 | Find something in common (click here)
Today is Step 3 | Ask Broad questions to ascertain need, want, desire
If you would like to read the whole thing together, click here
The full text is also available for free download in PDF, click here
Please fell free to use this material for your training needs. To see the power point presentation, click here
To download the presentation, click here
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Step 3 | Ask Broad questions to ascertain need, want, desire
The interview is not about you getting a job, its about the company/firm getting someone qualified to THEIR job.
The promotion meeting is not for your benefit, it is for the benefit of the company to ensure they have the right fit for their leadership team.
The customer is not in business to give you business, he meeting you to understand if you can take away the pain he has.
Its not about YOU.
its about THEM!
ask them questions to understand them better.
There are two types of questions that management speak will tell you, you can use:
Closed Ended Questions
Yes/No answers
Simple - Straight forward questions
Multiple Choice
Open Ended Questions
Open-ended questions invite others to “tell their story” in their own words.
Open-ended questions should be used frequently.
When asking open-ended questions one must be ready and willing to listen to the response.
Examples of open-ended questions:
• How can I be of help?
• Would you tell me more about ___?
• Could you help me understand ___?
• What are the good things and the less good things about ___?
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Tomorrow | Step 4 | Narrow it down- Use Features & Benefits
If you would like to read the whole thing together, click here
The full text is also available for free download in PDF, click here
Please fell free to use this material for your training needs. To see the power point presentation, click here
To download the presentation, click here
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