Page 72 - engage workbook

You face another choice. Ask a third question or change topic. You
arguably don’t want to talk further about destroying capability as that
isn’t likely to be a conversation your buyer will enjoy. Instead you could
move to an Adjust question along the lines of:

“And given the current market conditions what do you see as
your key priority?"

Or you could try one last time to get your buyer to focus on future opportunities with a
question like:

“And what do you see as the key skills and capabilities that will be needed to take
advantage of the upturn when it comes?” Strike 3

The point is that sometimes buyers need help to break through the mental barriers they
erect around their own thoughts, especially in times of difficulty when “keeping your head
down” can become the ruling behavior.

Being the person who helps your buyers focus on the positive aspects in difficult times can
be a very powerful differentiator.

Use Avoid
Challenges, goals, Issues, problems,
opportunities, areas to concerns
improve
Mind your language!
“Going forward, if you “If you do not fix
can address these these problems

challenges and realize now how will the
the opportunities, how business be
would the business affected?”
change?”

67 engage-universe.com