Mo asks Jeff Berardi: If you could record a video and send it back to your younger self, what would it say?
- Jeff would tell himself to ask more questions and to be more intentional on directing the conversation to the ways he could help the other party.
- Asking questions and getting the client engaged is much more beneficial than just telling people what you do. A lot of consultants make the mistake of just wanting to showcase their expertise, but the counterintuitive part is that by getting the other person to talk about what’s happening on their end they view you as having that expertise.
- There are three big benefits of asking questions: they light up the pleasure center of the person being asked, you learn their perspectives in their specific words, and it highly correlates to likeability.
- Asking questions releases the pressure you have when you assume you know what the client needs and then telling them how you can help without really understanding the situation.
- The end goal of your questions is to understand their needs and how you can address them. The essence of the questions is to build trust and also to help the client understand what they need because often they haven’t defined the problem precisely on their own.
- If you uncover their needs over the course of the conversation in an authentic and meaningful way that shows you understand their issues and you have the skill set to help them, it feels less like you aren’t trying to sell them something and more like you are trying to simply help them.
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