Sidney C. Walker
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January 2008

by Sidney C. Walker


I read the term “Motivational Interviewing” recently in an executive book summary of a new book titled: Influencer: The Power to Change Anything. I love this term. It is what I have been teaching for decades. I always just called it effective interviewing. But I like adding the adjective “Motivational” because effective interviewing is about helping people get what they really what or helping them find their own motivation for what they really want. Here is a quote from the summary:


“...don’t try to gain control over them [the potential client] by wowing them with logic and argument. Instead, talk with them about what they want. Through a skillful use of open and nondirective questions, called motivational interviewing, examine what is most important to the person and what changes in their life might be required in order for them to live according to their values. When you listen and they talk, they discover on their own what they must do.”


In other words, create a safe environment for people to open up and discover what is important. Tell people that your main job is to help them make educated financial decisions that feel right to them which includes doing nothing. This is not about you trying to wrestle them into buying a product so they can relax! This profoundly moves the relationship toward partnership and away from adversarial.

Ask a lot of questions. Get your potential client to verbalize what is important and why it is important and they will discover what they are committed to doing. In essence, your potential client will discover what they want to buy from answering your questions.

If you have ever asked a lot of questions with the goal of helping someone determine what they are committed to doing, you have seen people talk themselves into a sale. It’s a beautiful thing!

For detailed information on “motivational interviewing,” you can order my bestseller, How to Double Your Sales by Asking a Few More Questions or any other products and receive $10 off by entering this promotional code, 358127, at the top of the shopping cart page just before you complete the sale. If for any reason the code doesn’t work, make a note in the “comments” section and we will make the adjustment. Offer expires 1/31/08.

Have a productive January,

Toll-free: 877-985-3297 (Free Training Preview) (Detailed Training Description)

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