More Questions?
More Implication Questions
It is much better to have 20 than 5 reasons to make a decision favorable to them. Hence the value of Implication Questions. The more Implication Questions you can uncover the greater the likelihood of a favorable decision.
By probing further you are basically asking: “if ……issue becomes a problem, what effect will that have on the various areas of your life?”
This means asking a series of Implication Questions that will expand each issue of a client as they are raised. Any time an issue is uncovered you should probe further by asking Implication Questions to better understand the client’s thoughts, feelings and concerns about the issue.
We need to know how each issue affects their life. The more pain is felt, the greater the urgency becomes to find a solution and make a decision.
