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A Resource Proclamation should …

2. Use Effective Questioning
The questions you ask of your prospects and clients comprise the most powerful tool you can use in positioning yourself as a resource, because they get the other person mentally and physically involved with you. The more you actively engage him or her in the process through effective questioning, the more they will trust and respect your judgment and abilities.

The right questions allow you, within a brief period of time, to send an essential message to your prospect or client early on in the relationship. The most effective type of questioning focuses on issues. Your client has challenges that need to be met, and issues that need to be addressed. By zeroing in on those concerns, you are much more likely to hold that person's attention and demonstrate that you can and will "be there" for him or her, and will turn their goals into realities. One of the best ways you can preface such questions is by using the words "Please describe.…"

Good questioning breaks barriers. With existing clients, effective questioning makes it possible to identify other areas where you may further serve as a resource.

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July 2006