Coach Andrea’s Intro
This week’s Tip by Art Sobczak is a great reminder to only ask one question at a time. Sometimes, in coaching, I get so excited about what the client is telling me that I can start to rattle off a slew of questions. And then I remember, people can only answer one question at a time. Be thoughtful about the question you ask and then listen for the answer.
Here in the U.S. next week is Thanksgiving. A very Happy Thanksgiving to you all! Thank you for sharing your ideas, thoughts, feedback, challenges and successes with me. I am honored to be included in your life.
There will be no Coaching Tip of the Week on November 25, 2011 due to the Thanksgiving holiday. Enjoy this time of thanks and gratitude. Our next Tip will be issued on December 2, 2011.
Quote of the Week
“When people talk, listen completely. Most people never listen.”
~ Ernest Hemingway
How Many Questions Should You Ask at a Time?
By Art Sobczak
At a social function I was talking to a guy who asked five questions in a row, didn’t listen to any of the answers, and only used his questions as a springboard to talk about himself.
Since I didn’t take much interest in what he was pitching (he shoved his business card into my hand) I watched and listened as he did that with several other people he met.
Sure, we all know we should ask questions. But the effort is wasted if they’re not asked in the right way, or you don’t listen to the answers.
++++++++++++KEY SALES POINT+++++++++++
When a listener hears a question, their mind immediately is conditioned to begin searching for answers. However, when several questions are posed in rapid-fire sequence, you leave the person confused as to which one they should answer first. And, some questions are not answered at all if you don’t give them an opportunity.
For example, read this scenario without stopping to think about each question, as if you were the person hearing the questions:
Caller: “And what do you feel your company needs most regarding boosting morale and enthusiasm? Do you think it would be compensation related… or maybe training? And how does that affect performance in all of the departments?”
Did you feel like a spinning top, rotating around trying to focus on the questions coming from all directions? Same thing happens with prospects and customers.
EFFECTIVE QUESTIONING GUIDELINES
- Ask one question at a time. If it’s not important enough to stand on its own, don’t ask it.
- After you ask it, shut up. If they don’t answer immediately, resist the urge to answer it for them or follow up with another one. They’re likely thinking about what they’re going to say.
- After they apparently have finished, remain quiet for 1-2 more seconds. You might get additional information, and ensures you don’t interrupt.
- Follow-up their answer with a related question. Don’t ping-pong around from subject to subject. For example, if they answered with, “I believe the main problem we have right now is a lack of motivation,” a logical next query would be, “Oh, what are some specific situations where you’ve seen a lack of motivation?”
- Be confident in your questioning. One reason people ask multiple questions is that they aren’t comfortable asking questions. The only way you’re going to truly help someone is by finding out about them. You’re not intruding. You’re assisting.
Fielding multiple questions is confusing for the listener, and counter-productive for you. Ask one at a time, and listen!
Continue having your best week ever!
Art Sobczak, Business By Phone Inc., provides how-to ideas and tips for rejectionless prospecting, selling, and servicing by phone. Get the free ebook, “29 Sales Tips You Can Use Right Now” at http://www.BusinessByPhone.com.
Coaching Call To Action
This week practice asking one question at a time and really listening to the answer. You might be surprised by what you hear. This tool can be used at home, too!