Mastering Questioning Techniques
Peter Rosenwald
Director
Chartered Developments
peter@chartdev.co.uk
What Can Questions do?
 Close deals
– Can you see any reason why we shouldn’t do this?
 Get you out of trouble
– You mus...
Who Likes Chocolates?
I Want People Engaged with the Conversation
Rather than
intoTurn
A Typical Meeting with a Prospect
Meet Again PreparationFirst impression
Kick it off
Explain the practice
Winding up
Being...
7 Questions to Ask Yourself
 What is the need / problem
 Why is the problem a problem
 What outcomes/results do they wa...
Questioning Funnels
Problems appear
Wants or desired
outcomes
People start talking Catalyst questions
& chatting about the...
Architect of Needs
Question
A question, or a list
of questions to
uncover whether
any of the situations
exists
Service
Nam...
Architect of Needs
Question
“I was hoping you
could tell me about
those key staff
members who you
think can have the
great...
Waltons the Motor Dealers
1. I was hoping you could tell me about those key staff
members who you think can have the great...
Waltons the Motor Dealers
5. So he doesn’t focus on profit?
6. But you’d like him to?
7. On another thought what would be ...
Building Catalyst Questions
(FLAG)
I was hoping you could tell me
(Two questions in one)
about those key staff members who...
Open
 How
 What
 Why
And some people suggest
which, I think it’s a bit
weak
Catalyst Question
 Flags
– I was hoping you could tell me…
– Could you please explain…
– Do you mind just giving me an id...
A Fabulous Catalyst Question
 Out of interest I was hoping you could
tell me what changes you’ve recently
seen in the ind...
Conclusion
 Funnels
 Architect of Needs
 Catalyst Questions
Chartered Developments
Pete is responsible for Chartered Developments sales & marketing strategy, in
addition, he applies ...
Legalex 2014 - Mastering Questioning Techniques - Peter Rosenwald
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Legalex 2014 - Mastering Questioning Techniques - Peter Rosenwald

  1. 1. Mastering Questioning Techniques Peter Rosenwald Director Chartered Developments peter@chartdev.co.uk
  2. 2. What Can Questions do?  Close deals – Can you see any reason why we shouldn’t do this?  Get you out of trouble – You must have had a terribly bad experience to bite my head off like that what happened?  Lead people in the right direction – Who likes chocolates?
  3. 3. Who Likes Chocolates?
  4. 4. I Want People Engaged with the Conversation Rather than intoTurn
  5. 5. A Typical Meeting with a Prospect Meet Again PreparationFirst impression Kick it off Explain the practice Winding up Being nice Gain agreement For next action Ball park solutions & fees Recap Questioning in detail. Get them talking on the right subject.
  6. 6. 7 Questions to Ask Yourself  What is the need / problem  Why is the problem a problem  What outcomes/results do they want  Which are the highest priority  What solutions can we offer  What result will each solution produce  Which solution is best
  7. 7. Questioning Funnels Problems appear Wants or desired outcomes People start talking Catalyst questions & chatting about their situation or business Other open questions Detail & needs priorities Probing questions Get nosey, ‘what happened & why’ Create a want question ‘do you want to do something about this?’
  8. 8. Architect of Needs Question A question, or a list of questions to uncover whether any of the situations exists Service Name of the Service Advantage All the benefits that anyone in any situation could gain from the service Situation What situation someone would need to be in for the advantage to be of value
  9. 9. Architect of Needs Question “I was hoping you could tell me about those key staff members who you think can have the greatest effect on profit and maybe explain their responsibilities?” Service EMI Advantage Focus on profit Greater profit > Business value Loyalty Less turnover of staff Lower recruitment o Retains clients o Less training o Retains / secrets Situation Managers don’t focus on profit Wants to sell Falling profits High recruitment costs Clients left in the past or here is a fear Wants to beat competition etc
  10. 10. Waltons the Motor Dealers 1. I was hoping you could tell me about those key staff members who you think can have the greatest influence on profit, and maybe explain their responsibilities? 2. How will their jobs be influenced when you open the new site? 3. How do they feel about this? 4. Can I bring you back to something you said about Godfrey which was to get him to think more about profit, can you explain that?
  11. 11. Waltons the Motor Dealers 5. So he doesn’t focus on profit? 6. But you’d like him to? 7. On another thought what would be the effect of either of these two leaving and possibly going to a competitor? 8. So, finding a way of binding them into Waltons and focussing on profit is something you would like to investigate? 9. And if anything could be done, you would want to do so before you open the new site?
  12. 12. Building Catalyst Questions (FLAG) I was hoping you could tell me (Two questions in one) about those key staff members who you think can have the greatest influence on profit and maybe explain their responsibilities?”
  13. 13. Open  How  What  Why And some people suggest which, I think it’s a bit weak
  14. 14. Catalyst Question  Flags – I was hoping you could tell me… – Could you please explain… – Do you mind just giving me an idea… – I’d be interested to know…
  15. 15. A Fabulous Catalyst Question  Out of interest I was hoping you could tell me what changes you’ve recently seen in the industry and how they are affecting your business?
  16. 16. Conclusion  Funnels  Architect of Needs  Catalyst Questions
  17. 17. Chartered Developments Pete is responsible for Chartered Developments sales & marketing strategy, in addition, he applies those skills in sales management. Pete began his career selling office equipment in the 80’s before working in the City. He then started an accountancy firm in the early 90’s before founding Chartered Developments in 1997. Chartered Developments’ Services • Lead Generation • Data • Win/Loss Surveys • Email Campaigns • Marketing CRM • LinkedIn Consultancy Please feel free to connect with me on LinkedIn Or peter@chartdev.co.uk

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