I wanted to just jump in and talk about the reticence to ask in-depth questions.
We need to ask questions that could be uncomfortable.
They can be uncomfortable to ask and they can be uncomfortable to answer.
But we need to ask them to get the information we need to understand if we can help people
I’m probably preaching to the converted here already, but sometimes we need to go that extra level.
We need to understand what’s behind that first answer because we don’t want surface level.
We want to get to the real cause, the real issues.
We want to be able to drill into the real impact of what’s going on.
We need to enable the prospect to see for themselves that they got an issue. We want them to be able to see that we present a way forward that will solve these issues and that they want to work with us and our role is to make that a simple and easy as possible to show them we are the right choice to help them get to where they want to go.
If you don’t ask those in-depth questions because you’re scared, you’re gonna offend or it’s just a bit uncomfortable.
You’re doing yourself a disservice. And you are not serving the potential client because you’re just letting them off the hook and they’re going to go on their way, thinking that their problem isn’t as bad after all, probably just going to either stay the same or more likely, get worse over time.
That is not the service we owe ourselves.
And then more than that, they’re taking time out to get on
the phone with us.
Our job is to help them get to where they want to go.
So don’t be scared to ask those questions just ask and ask again, keep asking until you’ve uncovered the full extent of the problem and the impact.
So I know it can be uncomfortable, but good stuff happens outside the comfort zone.