Moms In Business - Make the Sale by Asking Effective Questions

Make the Sale by Asking Effective Questions

by Marci Rinkoff, PCC, CPCC
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Asking effective questions will address the key point of the discussion, keep the conversation focused and build rapport between the questioner and the one being questioned. Here are some quick tips:

* Open Ended Questions. Unless you want to halt a conversation, focus on asking open-ended unbiased questions. For example: How is the project going? (Open-Ended) vs. Did you complete the project? (Closed)

* Avoid Why? Why questions, unless they are asked without emoting can put someone on the defense. Ask What? or How? If a staff member is having difficulties, it is helpful to show support by asking questions to uncover possible solutions. How can this be approached differently? And, my favorite for managers: What can I do to help you out here?

* Emotionally based. Asking others to share feelings. Listening with your intuition allows you to notice someone's feelings/emotions during your conversation. Perhaps you sense their reluctance to move forward on a project. I notice some hesitancy here. What are you reluctant about?

* Clarifying. Asking clarifying questions shows you are really listening and that you care enough to probe into the matter at hand. I'm not sure if I understand. Can you elaborate the situation for me?

* Worst Case Scenario. When someone is stuck and can't make a decision: What is the worst case scenario?

* Acknowledging. Recognizing something you know of that person and asking a question. You're the best strategic planner in this company. What approach would you take? Given the pace and stress we're under in today's working environment, it seems as if it's easier to tell rather than ask. If you're trying to create a coaching culture, it's important to find opportunities to ask! You will empower (forgive the cliche) your employees to find solutions themselves and create a more motivating team. This is a beginning point for asking effective questions. Next month, we'll address attitudes leaders must adopt in order to be most effective, regardless of the question used.

Marci Rinkoff, PCC, CPCC

Sales Coach/Consultant

Marci Rinkoff is founder of MBR Coaching, a private life and career coaching practice and creator of Coaching Circles for Women, a group for women in career and/or life transition. She serves as an adjunct Career Development Consultant for UC Berkeley and Right Management.

Her experience includes fifteen years in high-level sales and fundraising for nonprofit and Fortune 500 organizations such as the American Productivity & Quality Center, Chevron/Texaco, Pacific Bell, United Jewish Communities and Xerox. She has worked with a cross-section of industries such as education, manufacturing (auto, food, computers, equipment), and oil and gas.

Marci provides training and coaching for UC Berkeley and other organizations such as Peoplesoft, and Sun Microsystems.

www.mbrcoaching.com

Originally Posted: Feb 8, 2010 at 4:00 AM
Last Updated: Feb 8, 2010 at 6:41 AM
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