Dr. Jean Norris

It's so easy to form habits and to simply do what we have always done in the past. Keeping our customers happy while at the same time assisting them to the best of our ability is a fine balance. A good question has the ability to challenge a person and stretch their thinking but we do need to be careful to ask questions that are without judgement or criticism. What types of questions do you think you could ask to learn more about their needs rather than simply sending them information? And, what questions could you ask that might challenge… >>>

That's great awareness Azeza and finding the right balance during your inquiry calls can be tricky. Each student comes to us at various stages of the buying cycle and if we ask the right questions we can not only figure out where they are in that cycle, but how much 'necessary' information we need to provide during that call. The person asking the questions typically has control of the conversation, and as you noted, if the student is asking all of the questions they have the control. What types of questions can you ask to find out where they are… >>>