GRATEFUL QUESTIONING

How can we bring gratitude to questioning? When do we need it the most?

Let’s look at where questions start. Are they coming from a place of interest and helpfulness?

Are the questions originating from compassion and a desire to understand?

Are the questions courageous (tough to ask but we know we must) and considerate (asked in a
way that is respectful and kind)?

When a sales interaction is successful (in that it produced a sale or an appointment), take a moment to present and to be grateful - that you have trained yourself to ask hard questions, that you have developed the skill of listening deeply and keenly, and you have learned how to keep the conversation going by asking relevant and forwarding questions… questions to
summarize and secure the next step – of getting a commitment.

Now, go ask, ask, ask some really good questions.
oxo,
Jody

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