The Secret to Asking Better Questions

Somebody shared this photo to the SendOutCards FB group.

I liked it because I think people get tired of asking and answering the same questions whenever you meet someone new.

I noticed that it said Contact Mapping on it, so I looked it up and I found a really cool tool created by Tom Chenault.

There's a blog post on the website about asking better questions, but what I really want to talk about is something called the Coffee Shop Interview.

No matter where you meet your prospect, make sure you have nothing on the table with you but a blank sheet of paper and a pen. Leave all your brochures and your TELEPHONE in your pocket or briefcase. All that stuff is nothing but a distraction. The MOST important thing we want you to leave at home is your AGENDA! If you do the interview right, they will be begging you for additional information. Know that this is NOT an effort to close a sale during this call or meeting. If you try you go from a concerned friend to a crazed salesperson!

This really is just a conversation to find out if you can help them with something they need...and remember their need may have nothing to do with your business!

The first step is to “chat.” But you are chatting with a purpose. Your goal is to get your prospect talking about themselves, their lives, their passions and their dreams. We are all passionate about different things. You need to help them find THEIR passion. Out of the conversation you will construct why you think your company is a perfect fit, based on what you have heard them say. Some questions you want to ask are: 

What do you do for a living? Do you like your job? Are you married? What does your spouse do? Do you have children? Ages? Do you have a college fund? What are your hobbies? Do you exercise? Eat healthy? Do you own your house? Do you like cars? Like to travel? What about retirement? 

Just be engaging and CHAT! And jot down notes, nonchalantly. Pay attention for things that they will love about your company! And listen to what they don’t like! If they say they don't like something, write it down…and remember NOT to mention it in your presentation.

This is the blog post that was supposed to be posted yesterday. I don't know what happened to it. But a big chunk of it is missing...including the interesting days, but I'm going to go ahead and publish it as is.