Page 10 - Get More Business 2022 v flipbookexcerpt

question

Start with a genuine interest and do your research
beforehand. Ask more questions than you answer and
listen for the answers to build on them.

What is the real question?
How can I help?
What are the big issues right now?
What is happening?
What is the impact of this on the business?
How important is it to solve this right now?
What are the most important factors influencing your decision?
How will you decide between the options available to you?

the conversation
values/ beliefs
Why?
1. Seek to understand their
issues/ challenges/ options
ideas/ from different perspectives.
How? What? 2. Find out which ones are most
opinions
important to them and why.
3. Go into depth – what is the
Who? When? Where? facts evidence and what is the
impact of the issue.
4. Summarise to check you have
level of understood.
intensity
If the customer says ‘What a great question’ you are on track – the dialogue
should help them think about their business, issue or opportunity in a
different way and add value for them whether they buy your services or not.
For breakthroughs stay curious a little bit longer and explore!