The Art of the Q • Build Your Business with Questions

by Charlie Van Hecke ISBN-13:9781499641165

ArrtofQ-coverThe Art of the Q makes the case that we are all in sales! From beginning to end, The Art of the Q provides real-life examples and case studies. Charlie Van Hecke persuasively shows the reader how to make specific changes that lead to success, through relationships built on trust.This fast-paced business book begins with basic questioning skills to help readers connect, engage, and understand their customers. The author provides case studies from 17 different industries, with examples, samples, and actual interactive scripts to improve business relationships.

The Reviews are In!

One of my favorite things about the book are the case studies. You can tell that Charlie Van Hecke really appreciates selling as a science.
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The Art of the Q starts with the basics of asking questions and then transitions quickly to more assertive skill sets, The author reveals how to qualify customers by asking planned-out question sequences. Mr. Van Hecke also identifies the inner qualities of super communicators. The Art of the Q starts with the basics of asking questions and then transitions quickly to more assertive skill sets, The author reveals how to qualify customers by asking planned-out question sequences. Mr. Van Hecke also identifies the inner qualities of super communicators.

This book has a different take on selling. You want to be persistent as a salesperson, but you also want to listen and be empathetic towards the client at the same time.
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Charlie Van Hecke developed the SCAN acronym to encourage observation, probing and issue development. There are comparisons in The Art of the Q to law enforcement, police and medical to show business people the importance of information gathering and accuracy.

One of the topics that I feel is very useful is the SCAN method of asking questions. SCAN stands for situation, consequence, advantage, and need. This method helps the seller stay on topic and to create questions that are relevant to the client.
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Would you like to have a reference when you need a fresh communication idea? There is a list of all the questions at the end of The Art of the Q. You can pick a question you like and go back and review the section of the book that helps you the most! You may find that there are skills that will help you not just in business, but in life. According to one reviewer on B&

I do encourage other readers to take a look at this book if they want to make a difference in their everyday life settings and transition into something or someone much greater!
Read the full review on Barnes and Noble!

Purchase Options

The Art of the Q • Build Your Business with Questions on Amazon

The Art of the Q • Build Your Business with Questions on Barnes and Noble

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Check out some of Charlie’s blog posts on this topic!

Are You Asking Consequence Questions?

  Are You Asking Consequence Questions? Consequence questions uncover the causes or root elements of an issue, and can lead to an effective solution. If you just tell someone what the problem is, it is not real to them. But once they can verbalize the consequences of a decision, they can get to a solution. This article also contains a link to a video by Carson Evans. For an honors program as a senior at Western Carolina University, Carson pulled skills out of my book “The Art of the Q.” In this video, you will see Carson model the S.C.A.N. Method. The ‘C’ in S.C.A.N. stands for consequences. Are you asking consequence questions? Here are some consequence questions: “What happens if…?” “What do you do when…?” “Does this create challenges…?”   In the following video, you can watch Carson Evans skillfully set up a consequence question by first asking about a situation. Consequence questions are not just limited to business or sales! In life, you may need to assist friends, family members or co-workers. If you can help people see the impact of their personal decisions, it may help the people you care about to think things through. You will … Continue reading →

Open Questions Encourage Dialogue

If you want to become a conversationalist, then ask open questions to encourage dialogue! This article will make the case that communication skills can help you in both your personal life and in your career. There are examples of how to initiate great dialogue. The highlight of the article is a video by Carson Evans that actually demonstrates how to be a conversation starter! Are Your Questions Open? Imagine that a friend of yours has just returned after a trip. We all know people love to talk about travel.  You may want to ask open ended questions like “How was your vacation?” This kicks off the conversation and gives you a chance to listen. You could have asked “when did you get back?” and that would be a closed question. A closed question may yield short answers that stifle discussion. Encourage Dialogue If your friend or acquaintance answers you with “We went to the Bahamas!”  then you can tell by the response if it was a positive experience. If they answer in a negative or down way, leave it alone. You should change the subject to another topic. If your buddy sounds excited about the trip, then you can ask follow-up … Continue reading →

Are you rushing the Conversation?

A rushed conversation can result in disaster. We have all run out of patience, dealing with family, friends  and co-workers. We know the phrase I lost my patience” all too well. It normally means we lost our temper. At the very least, we may get irritated emotionally manifesting as outward hostility. What happens if the people around you get tired of being treated that way?  What Happens Without Patience? The consequences can be  conflict, hostility and hurt feelings. Problems get worse, families break up and people lose jobs. One symptom of impatience is speeding, or rushing, a conversation. Are you rushing the conversation? Why Do People Rush Conversations? As people become busier, they want the message quickly. It is natural for a task-oriented personality to want other people to get to the point. But be aware that relationship-oriented people may interpret these signals as a lack of patience. What signals, you ask? Frowning, tapping a pencil, continuing to work on a project without making eye contact…those ‘body language’ types of signals usually coveys to other  people feel you are rushing the conversation.  It is very difficult to build rapport when you are rushing the conversation! If You Ask, Give Time for the Answer! … Continue reading →

Building Rapport

When you initiate a conversation, be sure to make eye contact and smile. The goal is to connect and to establish a common bond so that you can communicate effectively. A proven way to build rapport is to simply thank people for their time. Use this with very busy decision makers when you need to get to the point right away. Questions for Great Openings If a meeting or an appointment has been set, then you know there is a need or want that requires satisfaction. When buyers call and ask you to come to their home or office, they have a reason. Then, when you start the meeting, that reason should be your first discussion point. The following Case study is an excerpt from The Art of the Q: Case Study: Home Improvement “Thank you for meeting with me today. On the phone last week, you said you had some concerns about your kitchen and bathrooms. According to a recent report, kitchen and bathroom improvements are the top two ways to increase the value of your home. I’d like to ask you some questions about your home improvement goals.” “What are you hoping to accomplish?” “Are there budget parameters or is the … Continue reading →