Filed Under:Claims, Education & Training

Ask powerful questions to increase client interaction

The key is to ask a question that requires an answer so you can listen. (Photo: Thinkstock)
The key is to ask a question that requires an answer so you can listen. (Photo: Thinkstock)

If you want to truly engage a prospect or client, instead of talking, it is actually more critical to listen. The key with engagement is interaction. Most — and I really mean most — people are focused on themselves and are more than ready to talk about themselves and their products. But how do you get the other person to begin talking?

Great questions lead to great interaction and will allow you to be in control of the conversation while gaining all the benefits of listening and learning about the other person. But sometimes the questions we ask just don’t work.

Asking questions effectively

If you ask the wrong questions, you’ll probably get the wrong answer, or at least not quite what you were hoping for. By using the right questions in a particular situation, you can improve a whole range of communications skills.

You can gather better information and learn more, build stronger relationships, manage people more effectively, help others to learn; and most importantly, create lasting connections.

Big questions

The key is to take a typical question you ask, but ask it with a few extra words. When adding certain words, you create what we call a "Big Question." A "Big Question" is one that requires an answer, opens up conversation, and allow you to create the connection that happens when you listen.

Questions that are asked of a prospect like, “How is your health?” typically result in a bit of a lie. “Good, fine,” the prospect says, because he or she is not sure they want to do business with you yet, much less engage by divulging this information.

But, if they began talking about things that are important to them, and in the case of health that we really need to know in order to put together a financial strategy, the results are positive. On average, a person will give you five answers to one question — as opposed to zero answers. While your clients are talking, you are connecting, developing a relationship, and learning.

Big questions use absolute words including: One, biggest, favorite, best, worst, only, etc.

Examples of "big questions" to ask:

    • Ask, “What is your biggest health concern?” instead of “How’s your health?”

    • “I know your business has received a lot of awards — which one was the most meaningful to you?”

    • “What’s your biggest challenge?”

    • Or, if you’re in a competitive situation ask, “What is the one thing you wished your current advisor would do?” This will usually give you everything you need to know.

The key is to ask a question that requires an answer so you can listen in to something important: to them.

Related: Storytelling: An underutilized selling skill for insurance agents

Join us on Facebook and give us a Like! 

Originally published on LifeHealthPro. All rights reserved. This material may not be published, broadcast, rewritten, or redistributed.

Related

15 surefire prospecting tips to acquire more customers

Is cold-calling a thing of the past? And if it is, how else do you find new customers?

Featured Video

Most Recent Videos

Video Library ››

Top Story

Insurance industry education is more than just letters after your name

Continued education isn't just nice to have. For many insurance professionals it's a requirement for their jobs or licenses. Here are some national organizations to help you get those designations.

Top Story

Liberty Mutual to acquire Ironshore Inc. in $3B deal

Liberty Mutual Insurance announced Monday morning it will acquire global specialty lines company Ironshore Inc. from Fosun International Ltd. for approximately $3 billion.

More Resources

Comments

eNewsletter Sign Up

Claims Connection eNewsletter

Breaking news on disasters, fraud, legal trends, technology, and CE initiatives for the P&C claim professional – FREE. Sign Up Now!

Mobile Phone

Advertisement. Closing in 15 seconds.