How to Ask Powerful Questions

Last night I attended the Jeffrey Gitomer teleseminar "Asking Powerful Questions!" Gitomer is the author of The Sales Bible and is an authority on sales and marketing. Wow! What an education. You might well wonder why this is so important to the marketing of your law firm.

Well most clients find it real hard to differntiate between most lawyers. Now according to Gitomer if you ask the same question as every other attorney and solicitor asks then...that is how the client will think of you.

The same as all the others.

Instead Gitomer suggests we ask questions to which the client responds "No one ever asked me that before!"

Make the client think before giving you an answer.

So out go all those dumb questions you might use including:

1. Which law firm are you currently using? Find out before the meeting.

2. Are you satisfied with Smith & Jones? Why should they tell you?

3. Tell me a little about your businessAs I cannot be bothered to find out myself

4. What will it take me to get this work? Shouldn't you know?

Watch out for these dumb words because clients hate them:

Today
Frankly
Honestly
If I were you...

So what 's the example of a good question.

Well try these, straight from Gitomer.

"Who are your three most trusted advisors?"

"How did they get to that position with you?"

My recommendation is that you go to www.gitomer.com and place an order for the CD of last night's teleseminar