Page 100 - engage workbook

Non-stick

This is a useful approach where the subject you want to know Broad - the origin of
more about is potentially sensitive. It also demonstrates that the story
you have some knowledge and insights.

The idea is to tell a story about something you have read,
heard of, or seen elsewhere, and ask the buyer’s views on
the broad topic - as opposed to suggesting that the scenario Narrow - the topic
applies to them.

“I read an article last week that under-the-table
inducements are increasing as competition intensifies.
Is that a feature of this market / industry / territory?” Broad - the application
to a place or industry

“When I was in the US recently there seemed to be a lot in the press about how
it is becoming increasingly hard for businesses to win new work. Is that a trend
that is happening here [in your country]?”

“I was at a meeting last week and someone made the comment that many
companies are exploiting loopholes in regulations to increase profitability. Is that
happening in your industry?”

Beware of focusing the final part of the question on to the buyer or their organization.

“I read an article last week that under-the-table inducements are increasing as
the competition intensifies. Is that a problem for your company?”

“When I was in the US recently there seemed to be a lot in the press about how
it is becoming increasingly hard for businesses to win new customers. Is that
something that concerns you?”

If you find yourself in a situation where 'groupthink' is taking over, and
speaking against the tide would not be welcomed, a non-stick question
provides the opportunity to question the herd's thinking without the question
appearing to come from you.

95 engage-universe.com