Speaker: Matthew Allen, Regional Director
How did you set the context for asking the question?
Matthew Allen: I've taken the client through the standard process of our 6 steps and went through the presentation and talked about the 12 boxes. But one of the things that I always try and bring in is the numbers that really matter to you, which will be around the 30 days, that I generally will try and bring into the, into the equation. One of our clients was speaking to us, and I guess they want 30 days on the snow. So that's how I started to bring the context of this question together.
What question specifically did you ask?
Matthew Allen: I ask Giuseppe's question directly and I kind of proceeded it with I hope you don't mind me asking this, because it's quite a personal question. But, I said to the client, tell me what is it that you want your business to do for you, Angelique? And it was really, really nice, actually, because she looked at me and then took a really nice kind of step back and then started to think about what her answer was, as opposed to just something off the brain. So I know it was a question that that she'd never really been asked in the past.
Do you feel asking the question somehow deepened the relationship? If so, in what sense?
Matthew Allen: Yeah, definitely, deepened the relationship because again, one of things that I'll always try and do is try and break some of those barriers down in terms of asking some personal questions about them and family, etc, but just judging by her reaction in terms of the smile and the taking a back seat and then just engaging her brain to think about what her response was going to be, I think, it helped bring our relationship into a much more kind of deeper and more meaningful relationship going forward.
