Page 64 - engage workbook

8

shape questioning

Today, the most dramatic growth opportunities come from
divergent offerings. Salespeople following problem-based
models often fail to uncover opportunities until very late in
the call - if at all.
What is needed is an approach that encourages discussion of
opportunities much earlier in the sales process.

Neil Rackham, author of
SPIN Selling

How is it different?
• Buyer driven
Adjust
• Forward looking
to change
direction Engage
for next
• Comfortable for the buyer
steps
Surface
facts

Hunt Paint
for outcomes
challenges

There are things known and there are things unknown,
and in between are the doors of perception.

Aldous Huxley, author of
Brave New World

59 engage-universe.com