LegalEx 2014: Mastering Questioning Techniques

The accepted approach to selling professional services face to face is to create rapport and discover a hook to hang your services on by asking lots of interesting questions. After spending years sitting with accountants and lawyers as they sell their wares it is clear that the very best ‘bread winners’ go a lot further than this. They use paths of questions, designed to uncover desire for specific services, only moving from one path to another when they are satisfied that they have discovered enough. This is very different from the normal approach, where the conversation is an opportunistic understanding of a prospective client’s whole situation hopefully uncovering needs along the way.

Mastering Questioning Presentation