Cherian Panavila John, MBA, FAIQ (CII)

Connexion Zone

Cherian Panavila John, MBA, FAIQ (CII), is an 11-year MDRT member with four Court of the Table qualifications. Raised in India, he is currently the business development head of Continental Group in Abu Dhabi. Attention to detail, accuracy under pressure and exemplary behavior in complex situations are hallmarks of his current popularity with clients in his practice.

The 10% Rule – An Effective Fact-Finding Tool

Language: English

John discusses how to use soft questioning and spin technique to improve your fact-finding with clients. He demonstrates the importance of silence and explains how to ask four kinds of questions: situation, problem, implication and need-payoff.