This is a great question to grow greater understanding when someone makes a statement,
even if you think you understand!
It is near the top of my list of engagement questions with
“Will you tell me more?”
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The world would be a far better place if more people learned to respond to a new idea with “Will you tell me more?” than other options which tend to stifle outside of the box ideas!
Another great followup question is “What’s important to you about…?” The fine art of asking good open-ended questions is one of the most important aspects of awesome sales conversations…and conversations of any kind!
Great point and discussion, Karen. Sometimes I use “…yes, and …” to bring up another aspect of the subject being discussed. I seems to work better than disagreeing!
Karen, Thanks for that! “Yes, and” is a great way to begin adding to the conversation.
“What’s important to you about…” is another wonderful way to spiral in deeper! Setting aside our agenda is so crucial to really aligning with others. Thanks Hugh!
Mike, there is such a gift in that question! Will you tell me more how you hard wire it for yourself?