Questions That Lead to “Yes!” Drive your lead generation and conversion with powerful questions that enable you to effectively understand your customers' motivations and fulfill their needs every time.

The Power of the Question What holds us back? What’s the big deal? Role of mindset/programming Types of questions The lost art of listening Getting clarity Red flags and alarms 2 Questions That Lead to "Yes!"

The Role of Mindset: Ours and Theirs How does past programming come into play in asking great questions? How can you use experiences to ask great questions? You have to care in order to ask great questions. 3 Questions That Lead to "Yes!"

What are your biggest challenges with asking great questions? 4 Questions That Lead to "Yes!"

What’s the Big Deal with Questions? Great questions: Allow you to maintain control of the conversation. Create the vehicle to gather information. Help in getting clarity. Engage others in the discussion. Naturally force the mind to search for answers. Facilitate self-discovery. Flush out objectives. 5 Questions That Lead to "Yes!"

The Role of Mindset: Ours and Theirs How does past programming come into play in asking great questions? How can you use experiences to ask great questions? You have to care in order to ask great questions. 6 Questions That Lead to "Yes!"

The Role of Mindset: Ours and Theirs 7 Questions That Lead to "Yes!"

Closed-ended Question Yes or no? 8 Questions That Lead to "Yes!"

Open-ended Questions Who? What? Where? When? How? Why? 9 Questions That Lead to "Yes!"

A few words go a long way … Use simple phrases as part of asking great questions. Tell me more about … What does that look like to you …? How does that make you feel …? Has there ever been a time …? What about “x” is important to you …? 10 Questions That Lead to "Yes!"

Logic makes them think … emotion makes them act. 11 BOLD Law Questions That Lead to "Yes!"

Listening Is Critical Many times the next question is provided by the answer if one listens closely enough! 12 Questions That Lead to "Yes!"

Listening Is Critical (cont.) Three Levels of Listening … Level 1: It’s all about us. Level 2: It is all about them. Level 3: We take in not just the conversation … we take in everything! 13 Questions That Lead to "Yes!"

Listening Skills – Master Them Articulating … Clarifying … Being curious … Silence … 14 Questions That Lead to "Yes!"

Ask and then … shhhhhhhh. 15 Be comfortable with dead air! Questions That Lead to "Yes!"

Getting Clarity of the Response Repeat the answer back to the respondent. Ask follow-up questions. Understand the difference between fact and speculation. Don’t assume … you know what happens! 16 Questions That Lead to "Yes!"

Red Flags, Alarms, and Whistles When you hear the following you need to ask more questions and get more clarity … – I think … – Maybe I can … – I should … – Possibly … – I hope … 17 Questions That Lead to "Yes!"

How does behavior impact questions? 18 Questions That Lead to "Yes!"

Tools and Tips Take notes when asking questions. Acknowledge their responses. Slow down. Don’t sound like an interrogator. When possible, watch their body language. Be present! 19 Questions That Lead to "Yes!"

Questions Leaders Ask of Their Teams What do you think? How can I serve you? What do I need to communicate? Did we exceed our expectations? What did we learn? Did we add value? How do we maximize this experience? 20 Questions That Lead to "Yes!"

Questions Leaders Ask of Their Teams (cont.) What do I need to know? How do make the most of this opportunity? How are the numbers? What am I missing? 21 Questions That Lead to "Yes!"

Questions? 22 Questions That Lead to "Yes!"

Action Plan List at least ONE action you will take as a result of what you’ve learned. 1. _________________________________________ 2. _________________________________________ 3. ___________________________________________________________ Questions That Lead to "Yes!"

Thank You! Please complete an evaluation for this session. Use any mobile device!