What’s Your Biggest Challenge? Powerful Questions to Truly Engage
If you want to truly engage a prospect or client, instead of talking, it is actually more critical to listen.
The key with engagement is interaction. Most (and I really mean most) people are focused on themselves and are more than ready to talk about themselves and their products. But how do you get the other person to begin talking?
Great questions lead to great interaction and will allow you to be in control of the conversation while gaining all the benefits of listening and learning about the other person. But sometimes the questions we ask just don’t work.
Asking Questions Effectively
If you ask the wrong questions, you’ll probably get the wrong answer, or at least not quite what you were hoping for. By using the right questions in a particular situation, you can improve a whole range of communications skills. You can gather better information and learn more, build stronger relationships, manage people more effectively, help others to learn; and most importantly, create lasting connections.
The key is to take a typical question you ask, but ask it with a few extra words. When adding certain words, you create what we call a Big Question. A Big Question is one that requires an answer, opens up conversation, and allow you to create the connection that happens when you listen.
Questions that are asked of a prospect, like “How is Your Health?” typically results in a bit of a lie. “Good, fine” the prospect says, because he or she is not sure they want to do business with you yet much less engage by divulging this information. But, if they began talking about things that are important to them, and in the case of health that we really need to know in order to put together a financial strategy, the results are positive. On average a person will give you 5 answers to one question – as opposed to zero answers. While they are talking you are connecting, developing a relationship, and learning.
Big questions use absolute words including One, Biggest, Favorite, Best, Worst, Only, etc.
Examples of Big Questions to Ask:
- “What is your biggest health concern?” (Instead of “How’s your health?”)
- “I know your business has received a lot of awards – what was the most meaningful one to you?”
- “What’s your biggest challenge?”
- Or, if you’re in a competitive situation ask, “What is the one thing you wished your current advisor would do?” This will usually give you everything you need to know.
The key is to ask a question that requires an answer so you can listen in to something important to THEM.
Most Read IRIS Articles of the Week (February 20-24)
Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, February 20-24, 2017
Click the headline to read the full article.
Becoming cyborgs is the way to go for financial advisers…blending robotics and humans into one organism. You see, I am convinced that robo-advice models will succeed and prosper. — Tony Vidler
With the global economy warming up, but political uncertainty remaining a constant, it’s more important than ever for investors to position their global portfolios to navigate long-term market volatility. That’s where the power of diversification comes in ... — Yazann Romahi
The financial world is noisy and it’s easy to become distracted from your most important long-term goals. One way to cut through the noise is to focus on just the two factors that ultimately determine your approach to everything else in your financial life; namely, Market Risk and Shortfall Risk. — James E. Wilson
It’s important to admit the truth behind our actions in order to rectify past and future mistakes or regrets. Living in denial only perpetuates making decisions that could potentially lead to financial disaster. — Michael Kay
There's one key approach that makes you invaluable to your clients so they want to stay with you for the long-term. You have to genuinely be interested in people. — Paul Kingsman
When you start dating, you usually start off sharing stories. Tales of your childhood, your previous relationships and your college days. Those stories help explain to your partner who you are and how you act. — Mary Beth Storjohann
It runs counter-intuitive to what we have been led to believe business is all about: make more money and everybody wins, surely? Talk about revenue so that everyone knows what’s important. What’s the problem? — Barry Chandler
In the wake of President Donald Trump’s stunning upset victory, however, muni investors were forced to readjust their expectations of fiscal policy going forward. Because Trump had campaigned on deep cuts to corporate and personal income taxes, equities soared while munis sold off, ending a near-record 54 weeks of net inflows. — Frank Holmes
What does it mean to be a customer-centric company? That seems to be the question of the week. It started off with one of our subscribers emailing in the question, followed by two reporters wanting my take on this now-popular phrase for their interviews. — Paul Laughlin
Everywhere I look I see organizations and people investing heavily in new initiatives, transformation, and change programs. And in almost every case the goals will never be met. One of the most crucial causes of the failure? The right questions were never asked at the outset. — Paul Taylor
Why should we think the head of a private equity company could effectively “fix” US Intelligence? It is not apparent that this individual is even remotely qualified to fix the US intelligence apparatus. — Kathleen McBride
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