Questions & Objections
What would you do if you didn't understand the question asked?
delay and probe
Explain a problem using the 5 W's
Nice!
What are the 3 positive ways to motivate others?
play, purpose, potential
What's the 4th question:
Is that thought true?
Is it absolutely true?
What if it is true?
________________
What if it isn’t true?
What are the 4 best practices for handling questions?
1. Only answer the question if you understand it:
2. Answer only the question asked:
3. Synthesize your answer top down:
4. Be certain in your answer:
If your car broke down, what kind of solution is carpooling?
Contingent
Name 3 of the 9 influencing skills
empowerment, interpersonal awareness, bargaining, relationship building, organizational awareness, common vision, logical persuasion, impact management, pressure
What;s the first step on the curve of dissatisfaction?
awareness
Feel, Felt, Found out this objection: "this project is frustrating"
Wonderful!
What are the 4 types of info needed for decisions
facts, policy, experience, intuition
What are the 3 questions you should ask yourself before delegating?
Do they know what to do?
Do they know how to do it?
Do they want to do it?
Explain the "Circumstance→ Thought →Feeling →Action →Result" mindset tool.
splendid!
Match and Lead this objection: this is too expensive
Perfect!
What are the 3 options when you need to make a decision?
yes, no, hold for now
How would you influence someone to extend a deadline?
What other communication topics would you be interested in exploring?
Noted!
Reject and Reframe this objection:"We don't have time"
Awesome!
What are the 5 problem solving steps?
mindset
identify the problem
gather information
come to a decision
select a solution
Superb!
Who is your favorite communication coach?
Madina! (I hope)