The person who asks the questions steers the direction of the conversation or meeting. In this video, discover the ways you may want to avoid asking questions and how to keep control.
- So clients don't trust questions because they don't always do what they're advertised to do, which is seek information. They also don't trust questions because subconsciously clients realize that the person asking the questions, that would be you, is controlling the meeting and may be controlling them. Clients can't always identify the source of their anxiety around questions. Unconsciously, we all recognize the power of questions to control a conversation and clients balk at being controlled. It causes them to suspect the questions and, "Why should I trust this person "who's asking the question?" So there are a lot of reasons why they don't truly want to answer your question. What they're sensing is the power that the questioner has. The person who asks the question steers and controls the content and the process of the meeting. Which topics get raised when, when to pose them, who to gets to answer, for how long, when do we switch topics? And while clients are nervous about questions, here's what's also true. Trusted advisors tend to be nervous about questions. There are several reasons for that and they're all very good reasons. One is I don't want to look too nosy. I want to find all the information I need and I've got to get the client talking, so I want to ask a lot of questions, but how many is too many? And how many are too intrusive? So that makes people nervous and that makes a trusted advisor nervous and could keep you from asking some of the critical information that you want. The second thing is asking a question where you don't know where it's headed, you're not quite sure what the answering going to be. So this is opening the proverbial Pandora's Box. If you don't know where a question's going, sometimes you won't ask it because it puts you at risk of losing control of the meeting, even process control of the meeting. So remember again, the person asking questions is controlling the meeting, but the person who takes over with the answer sometimes can take it in a direction that you never intend. So knowing how to rein in a question response is something that you don't even want to test out, so you might not ask questions because of that.
Note: This course was created by genConnectU. We are pleased to host this training in our library.