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Strategic Question AskingCurrent 2 Current neutral FSrtaramtegeicwQouersktion Asking
3 Current negative
state Current facts about Readiness-related Framework (SQAF)
cluster the organization challenges currently
facing the customer (helps to structure your business
meetings)
Future 1 Future outcome 4 Future negative 5 Future positive 6 Future
state agreement
cluster Desired, required, Future negative Future advantages to
anticipated outcome consequences that the customer if these Next step actions
these challenges
of the interaction might have on the challenges are Actions
successfully
Preparation customer addressed
Needs Goals
