The Art of the Question: Next-Level Conversations with Erik Zimmerman

How do you move beyond the shallow "How's it going?" to have conversations that build deep, meaningful connections? In this insightful episode of the Ninja Selling Podcast, Rob Nelson sits down with one of the Ninja world's OG's and a master of communication, Erik Zimmerman. As a Ninja Selling Coach, Leadership Coach, Instructor, and Leadership Instructor, Erik brings a wealth of experience and a passion for elevating the art of conversation.

Erik shares his philosophy on why he's not a fan of generic pleasantries and how he has intentionally engineered his approach to asking questions that unlock the stories, dreams, and challenges in people's lives. This episode is a deep dive into the nuances of Ninja Habit #8 (50 Live Interviews), moving beyond simply checking a box to creating genuine engagement. Learn the framework for asking better questions: eliminate yes/no queries, use open-ended prompts, let the last answer guide your next question, and get comfortable with silence.

Discover powerful, specific questions like, "What are you most looking forward to?" and how to use follow-up questions to uncover details that allow you to create "wow" experiences for your clients. Erik provides actionable advice and role-play examples that will help you transform your daily interactions, deepen your relationships, and truly change the way you view the world—and how the world views you.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

 

Episode Highlights:

• Introducing Erik Zimmerman: Ninja Coach, Instructor, and "Master Questionnaire"

• Moving Beyond "How's It Going?": The Problem with Shallow Questions

• The Goal of a Great Question: Making the "Film Inside People's Head" Start Rolling

• The Framework for Asking Better Questions: Curiosity, Open-Ended Prompts, and Active Listening

• The Power of Your Reaction: How You Respond to an Answer Drives the Conversation

• Going Deeper with Ninja Habit #8: It's More Than Just 50 "Check-Ins"

• The Role of a "Client Customer Patient Engagement Consultant"

• Specific, Actionable Questions to Start Meaningful Conversations

• The "What Are You Most Looking Forward To?" Question and Its Versatility

• The Importance of Silence: Giving People Space to Think and Share

• Using FORD and Record to Create "Wow" Experiences

• Getting Better at Asking Questions: Practice, Reps, and Listening

Key Takeaways:

• "Stop pretending like you care and just care. If you go into conversations caring, that will be huge."

• "I want this tape inside people's head... called their life to start rolling. I w