Ever Think About Why You Ask Questions?
Recently I was asked, “Do you have 4 or 5 questions you always ask future customers?”
Here is my answer:
Yes and no. I don't think I ever ask the same questions the exact same way, but I do ask the same types of questions.
And one very important point, I try to elicit emotion from the customer as a result of my questions. Where is the pain, fear, hope, love - the goal being a solution from my company that addresses the emotional issue? Sometimes the result is that I cannot help them, something I am always on the lookout for. I try very hard not to oversell.
For example here are few areas I always try to uncover more detail about along with some sample questions:
1. If they are talking to me something is not right so....what is it and how did they get here. I am asking questions to find the gaps in expectations and reality so I can insert my services/proposal as the bridge. Up front I am not trying to get to root causes so much as to just identify the problem in a way that allows me to show them that I can get to the root causes - if they hire me.
2. What is working to gain them clients - this is a broad area but I focus them down on what specific efforts they are making that are working.
3. What is not working to gain them clients - where have they failed?
4. One of my favorites is "what happens if you do nothing/or don't hire me"? I want to understand the options they are considering so I can position my services as the best one/best ROI/highest probability of success etc...
5. I try to find out the personal stake my client has individually in the success or failure of the company and of the project. What are their personal drivers?
I have heard in my short time as a consultant:
"I want to retire and need someone in place to handle this.”
“I want a promotion and can't get it without growing the business.”
“I want to quit my job and start a new company and need a sales and distribution partner.”
“I want to grow my business and beat competitor x because I really hate them personally (not in these words but that is what he meant).”
“I need to grow my business because my family members are my biggest investors and I cannot let them down.”
In each case I am helping these people hit the goals stated in the proposal along with these unwritten emotional ones.
See this link for a post from consulting guru Alan Weiss about questions. I love that guy - I think his list is well organized, though I would ask some of the questions in a different way, he outlines nicely the questions you should be asking to get the info you need for most any proposal.
http://www.contrarianconsulting.com/101-questions-for-any-sales-situation/?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed:+contrarianconsulting/alansblog+(Contrarian+Consulting)&utm_content=Google+Reader
Todd Hockenberry
Top Line Results - Orlando, FL
www.top-line-results.com
todd@top-line-results.com
Here is my answer:
Yes and no. I don't think I ever ask the same questions the exact same way, but I do ask the same types of questions.
And one very important point, I try to elicit emotion from the customer as a result of my questions. Where is the pain, fear, hope, love - the goal being a solution from my company that addresses the emotional issue? Sometimes the result is that I cannot help them, something I am always on the lookout for. I try very hard not to oversell.
For example here are few areas I always try to uncover more detail about along with some sample questions:
1. If they are talking to me something is not right so....what is it and how did they get here. I am asking questions to find the gaps in expectations and reality so I can insert my services/proposal as the bridge. Up front I am not trying to get to root causes so much as to just identify the problem in a way that allows me to show them that I can get to the root causes - if they hire me.
2. What is working to gain them clients - this is a broad area but I focus them down on what specific efforts they are making that are working.
3. What is not working to gain them clients - where have they failed?
4. One of my favorites is "what happens if you do nothing/or don't hire me"? I want to understand the options they are considering so I can position my services as the best one/best ROI/highest probability of success etc...
5. I try to find out the personal stake my client has individually in the success or failure of the company and of the project. What are their personal drivers?
I have heard in my short time as a consultant:
"I want to retire and need someone in place to handle this.”
“I want a promotion and can't get it without growing the business.”
“I want to quit my job and start a new company and need a sales and distribution partner.”
“I want to grow my business and beat competitor x because I really hate them personally (not in these words but that is what he meant).”
“I need to grow my business because my family members are my biggest investors and I cannot let them down.”
In each case I am helping these people hit the goals stated in the proposal along with these unwritten emotional ones.
See this link for a post from consulting guru Alan Weiss about questions. I love that guy - I think his list is well organized, though I would ask some of the questions in a different way, he outlines nicely the questions you should be asking to get the info you need for most any proposal.
http://www.contrarianconsulting.com/101-questions-for-any-sales-situation/?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed:+contrarianconsulting/alansblog+(Contrarian+Consulting)&utm_content=Google+Reader
Todd Hockenberry
Top Line Results - Orlando, FL
www.top-line-results.com
todd@top-line-results.com
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