6 Rescue Questions When Factfinding

  Copy these, print them off on post-its and stick them on your wall when next factfinding. Use a couple of them and enjoy the harvest that you'll create. "Show me how..." "Tell me a bit more about that." "Go into a little bit more detail for me on that." "That's interesting; expand on that for me." "That piques my interest; explain to me." "Walk me through...... To see how you made the questions, ask TED

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Match their Voice to Maximise Rapport

One of my favourite accents comes from Southern Louisiana, USA. Slow, drawling, and rhythmic. Try to copy it, and it sounds terrible. Like the Ant Hill Mob driver in the Whacky Races or Tinker in Speed Buggy. YouTube both of those that if you don’t remember. This person, probably from New Orleans, has grown up with others from the same area who sound the same or comparable. Their parents appeared similar and probably gave them their accent in the first place. So, for them to hear an identical voice must…

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The Peril of Existing Customers

St Peter is waiting at the Pearly Gates of Heaven as a newly recruited man approaches. "What would you prefer, Sir, Heaven or Hell?" "I'm not sure. Can you show me heaven please, and I'll decide". So St Peter shows the man around the most luxurious, safe and warm place. Full of birds singing, children playing and extreme happiness all around. "I'll have that one please, heaven" So St Peter shows him through the gates, and the man arrives. Instead, he's confronted by a world consumed with fire, brimstone, lightning…

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