Date: 9/14/2017

Title: USING POWER QUESTIONS FOR SUCCESS – Part 3

By Jennifer Erickson

A good beginning question is “How did you get started?” What a great way to draw out someone. You make a connection with the person. And, you can learn a lot of information….not only about the company, but about the person. This can be used at other times during the conversation. It can be a good way to “re-group”, if you think you’re beginning to lose traction.

Or, if you notice the conversation is going badly, it is fine to ask this question, “Do you mind if we start over?” Or you can use the ever-humble: “I don’t believe I’ve done this justice. Can we start over?” You demonstrate your humbleness (always a good trait) and your willingness to still engage the person.

Another power question to capture a person is “Why do you do what you do?” or “What are you most passionate about, in your job?” Imagine what you can learn about a person when you ask this simple question! Also, it gives you an idea of the language you can use to further “hook” that person.

Usually, we want to ask open-ended questions. However, there are times that call for a closed-ended power question. When you believe the person you are talking to is circling and dancing around the question, you can ask, “Is it a yes or no?” or “Can you commit to this?” It may be somewhat scary to ask a direct question like this, because you may hear a “no”. However, that gives you the opportunity to ask follow up questions, such as “What could I change that would help you commit?”

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