Seminar Description:

People make decisions based on consequence. These consequences all have a degree of stress, worry or anxiety associated with them. How long someone has put up with the discomfort dictates the severity of it in their own mind.

As experts in our field we may recognize someone who is in discomfort before they do. However, until an individual admits it, accepts it, and is prepared to resolve it, nothing will happen.

In this session, you will learn the components of stress and how to use specific questioning techniques to uncover those elements.

Key Learning Points:

• Understand the three elements of discomfort, at three moments in time
• Learn how to use a Questioning Process to uncover the real issues causing the discomfort
• Learn techniques on how to work with people to define whether they are curious, have intent or are prepared to commit.