There’s a classic question that’s famous among financial professionals: “What’s important to you about money?”

It’s a great, high-value question you can readily adapt to whatever product or service you are offering. “What’s important to you about _________?”

Any question, like this one, that allows you to learn more about your prospect – in the spirit of bringing them great value – is a high-value question.

Another high-value question is the kind that’s designed to teach. Such questions begin with “Have you considered…” or “Are you aware of….”

Questions that help you establish your credibility are also a form of highvalue question. Here’s an example: “I’ve found that many people in your type of situation face a challenge in _________. Is that true for you?”

Source: A post by Bill Cates. To learn more visit www.referralcoach.com

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