This is a YouTube video titled "Unlocking Success Discovering Tangible Goals and Possibilities for Clients" containing a monologue or presentation from August 13, 2023, focused on understanding how clients determine value by identifying their goals and desired outcomes. The content involves a single speaker explaining strategies for asking open-ended questions to better understand client motivations.
And so, first, we need to fully understand how your clients are determining value. Number one is what is the specific, tangible, desired outcome and what becomes possible for them when they achieve it. So, in other words, what is the goal and how will they know that they have it and why do they want it? Now, sometimes when you ask why questions just for the record, oftentimes that will put people on the defense subconsciously. So a better way to ask that or a better way that you could potentially ask that is, what's possible for them when they achieve it? What are they hoping to gain when they achieve it? What questions can be much more open ended and allow people to answer it without feeling defensive?
