From the course: Mastering Authentic Influence for Highly Successful Sales

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The importance of how to ask a question

The importance of how to ask a question

- Another reason trusted advisors don't like to ask questions is because they're afraid of triggering a negative response on part of the client. They don't want to make the client angry or suspicious or look annoyed or feel like they're being intrusive. So they don't ask questions for that reason. I would really be careful about the most dangerous kind of question out there. Lot of people think it's the question that you haven't asked. It's actually not that question. It's the one that you've asked but that the client, unbeknownst to you, actually didn't answer thoroughly. They hedged their answer. So you're moving forward thinking you've asked for this critical piece of information but the client actually never provided everything you needed to know. Those are a lot of reasons why not only do questions make clients nervous. They make trusted advisors nervous as well. Trusted advisors want to feel more comfortable and…

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