Asking the right questions

Penny Mallory, the mental toughness speaker, has built a bank of questions and a way of taking enquiries into the process of her business. Now that she is too busy to take all the enquires herself it has really helped her team. “We spend a lot of time asking the client what their current challenges are, what they want out of it, what they don’t want out of it, what they want to avoid, we ask loads of questions, I never used to do that. The client gets so much reassurance that you’re asking those questions, they’re more likely to book you because you ask the questions. Even if the answer isn’t the same on every single call, it doesn’t matter. Just by the process of you asking and deep listening to what they’re saying, they just get much more reassurance that you’re the right speaker.  I’m absolutely sure it works because my conversion rate is really high, it’s around 70% at the moment.”

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Learn more about Penny here.

Look out for Penny’s new book ‘365 ways to develop Mental Toughness’ coming to a book store near you soon.