Date: 9/14/2017

Title: USING POWER QUESTIONS FOR SUCCESS – Part 4

By Bryan Arzani

Let’s talk about double power questions. These are questions that can be asked when you’ve developed some rapport with your contact. These are questions that push the person to think hard and work with you on real, effective change. One of these questions is, “What parts of your job do you wish you could spend more time on?” Of course, the follow up question after you get an answer is, “What prevents this from happening?” Now you’ve really identified the “pain” for this person.

At times, you may joyfully hear the person tell you that he/she wants to use a specific service you offer. If this happens early in your conversation, be wary. Instead of clicking your heels and jumping up and down, ask the person, “What is the reason you’ve selected that?” “How do you see this service helping you with your concerns?” Often, people choose one of our services, before they’ve really identified the problem. Then, the service doesn’t lead to a solution or satisfaction. Help them identify the problem first, then move to potential solutions.

We’ve talked about power questions. But, remember. One of the most influential tactics you can use is to NOT ask questions. Silence. Close your mouth. After you ask a deep, profound question….offer silence so the person can think. This is when the person processes what you’ve been talking about and gives you an answer on which you can build. It also shows respect for the person and values the question you’ve asked.

These power questions can also be used with your direct reports. Or, teach your team to ask these power questions of their staff. The cascading effect is exponential!

To learn more about how to practice this understanding, contact Results Group, LLC at www.ResultsGroupLLC.com or 515-330-2866.