The Power is In the Question

So what impressed my client is Banker #2's ability to ask questions.  The questions were thoughtful, showed genuine interest in the client's business and did not come off as interrogating.  Bankers pay attention, here is what your clients say is important.  Business owners pay attention to what questions your banker is asking.  Are they thoughtful and show genuine interest in your business?  Hopefully, the banker is not making you feel like you're being cross examined by the DA.  So, what's important?  The power is not only in the question but in how the question is asked.

Some bankers just go through the motions of asking questions because that's their job.  The only way they can get the loan approved is by asking all the questions that they are going to get asked by credit administration.  (The people that approve the loans).  Other bankers show genuine interest in how their client started their business, how did they find the industry that they are in, how the business works, what are the things that are going well in the business and what challenges does the business owner face.   The banker and business are emotionally engaged because there's genuine interest on both side.

My client also said how the questions were asked was also important.  A CPA friend of mine, does a presentation frequently to business owners and college students preparing to enter the business world on body language.  Here's an interesting fact.  93% of communication is body language and tonality.  Only 7% of communication is the actual words you say.  You've probably heard "It's not what you say but how you say it" There's truth in that statement.  Can you ask bad questions with good body language and tonality?   Maybe...  Can you ask bad questions with poor body language and tonality?  Probably not...  Good questions and good body language and tonality is a slam dunk.

Yes, the power is in the question.  But, there's probably more power in how the question is asked.  Business owners and bankers beware.  What is your body language and tonality saying or not saying?  There's a lot more to questions than words.