Speaking the “Language of Trust.” – Part 3
My friend and colleague, Rick Barrera (author of the best-seller Over-Promise, Over-Deliver) speaks of the importance of “going deep.” What he is referring to is going deep emotionally. To do this, you ask clarifying and expanding questions in response to the answers you get from your initial meaningful, important, significant, and compelling questions. An effective clarifying question is “what do you mean by __________?” An effective expanding question is “tell me more about _______________.” Clarifying questions provide more detail about their answer. Expanding questions give you more information about their answer.
Impact questions are some of my favorite questions. They take what you have discovered during a conversation that’s gone emotionally deep from someplace meaningful and bring it to a crescendo about the impact and results this will have on their life. Impact questions are questions like, “And what impact will that have on your life?” “Once you have achieved ____________, what will be the result of that?”