LISTEN & QUESTION Your Way to Success

"be quick to listen, slow to speak and slow to become angry" James 1:19

Asking the right questions at the right time, listening to the answer and responding appropriately to what you have heard are probably the most important skills to learn for success in life and in business. Very few have these skills, but they're not hard to develop; only a desire and practice are needed.

For example, when I realize I've been talking for 2 minutes non-stop (or the other person's eyes are glazing over - watch for this by maintaining good eye contact), I need to stop, take a breath and ask a question. My favorite is "does that make any sense to you?" or "what do you think?". The conversation (like tennis) will go a lot better if I return the ball across the net instead of holding onto it.

When I've been giving someone an answer to their own question, the same applies, only this time it's best to ask "but, tell me, why did you ask?" If their question was "can Juice Plus+ help someone with (xyz disease or problem)?" and I quoted Dr. Paul Williams "there isn't a single disease or condition that cannot be helped by good nutrition", when I continue with "but why did you ask?", I'm going to find out where they are coming from; whether they or a family member has that problem, or was it just academic interest. When I know the answer, our conversation will be much more meaningful.

If I hear the dreaded "is this business like Amway?" and I've answered "we have the best of the Amway approach, minus the worst, plus a lot more", and I continue "but why did you ask?", I will discover whether they are allergic to 'pyramids' or are excited at the combination of the incredible product Juice Plus+ together with the best of 'Amway'.

If you are in a conversation and can't get a word in edgeways, or the conversation has gone down some crazy rabbit hole and you want to bring it back, interrupt 'nicely' and buy some time by asking "excuse me, do you mind if I ask a question?" By this point you should have a question to ask that will get you both back on track or one that will hopefully allow you to make it a dialogue rather than a monologue, and even get your point across in the form of a question "do you think it's possible that eating more fruits and vegetables could help you sleep better at night?".

Reflective listening is another dimension where you reflect back what you understand the person has been saying, for confirmation or clarification. "So, you are saying that you eat lots of fruits and vegetables every day, and a wide variety." This can be done more effectively in the form of a question: "Are you saying that you follow the expert recommendation of eating 9-13 servings of fruits and vegetables every day and in a wide variety?"

There are so many questions that you can ask, but relax; good questions will come to mind when your mind is open to asking questions. Practice asking questions in every conversation you are in - not to open the door for Juice Plus+, but because you are interested in the other person, and so that you can develop, and in time master, the skill.

Chapter 6 of the Virtual Franchise Owner's Manual has some great sample questions, and Michael Oliver offers his considerable expertise on The Art of Discovery.

Here are 'high yielding' questions you can use.

Here are some of the most common questions we ask during the stages of working the Juice Plus+ business … just remember that the art of good conversation is listening to their answers.

Virtual Franchise Owner's Manual Chapter 6    •   Michael Oliver on the Art of Discovery