BRX Pro Tip: Asking Insightful Questions
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you, Lee, one of the things I enjoy about the work is I get a lot of strokes. I’m often complimented on the way the interview is conducted. Being involved in pre-interview calls with people, in post-interview calls with people who have been interviewed by you, I hear tremendous things about your interviewing. What counsel, if any, can you offer with regard to asking questions in general, I guess, but particularly asking insightful questions?
Lee Kantor: [00:00:35] Yeah. To me, an insightful question is something that kind of goes a little deeper than the superficial question that your guest might have submitted. And that’s really important too, is to not use your guest questions verbatim but to use kind of the spirit of what they’re putting down there as you ask the question.
Lee Kantor: [00:00:56] So, I think in order to really be good at asking insightful questions, you have to really be an active listener. You have to really hear what your guest is saying and help them articulate what makes them special and unique, if you can. So, in order to do that effectively, you really have to listen well.
Lee Kantor: [00:01:20] But the good news is, if you get good at being a really good active listener and getting good at helping your guest articulate what they really, really want and what the really, really are trying to say, that skill also transfers to sales. So, the better you are at getting clear on what your prospect wants and what they really need, it’ll make it easier for you to recommend the solution for them.
Lee Kantor: [00:01:50] So, this is a skill that we use every day in our work as hosts, but it also transfers perfectly to sales. So, if you can get good at active listening and really getting clarity from your guests, you should be able to take that same skill, move it into a sales call, and hopefully get better results.
