The Discovery Question should always lead to something you want to sell, so don't increase the scope of the conversation to the point where you waste your and your prospects' time. Finally, the most important questions are follow-up questions. After you get an answer to one of the following questions, ask "why?" Also, when you are following up and probing, probe for feelings, not just for an expected line. Ask people how they personally feel about things. Furthermore, if you ask the right probing questions, you can get people to think about their problems from a new perspective and to think more deeply about their problems and potential solutions.
Obviously, I didnt write the above paragraph. It's really step two (ish) in the steps to effective and efficient selling.
Should have asked some. I pray to God (whomever she may be) that somewhere along the line I dont find out I'm discovering for the wrong reasons.
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Why? Why do you feel you may be discovering for the wrong reasons? What makes you feel that way?
Follow your heart, Will, and your instincts... you're well equipped with both... and you will be fine.
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