Ask the
right questions so you can understand their problem and determine if and
how you can help
them. Ask your prospect to describe the current problem, to provide specific
examples, and to describe the desired outcome.
Example:
Defining the value you offer. You
and your prospect perceive the value differently. So, don't tell your prospect
the value of your offer, ask the right questions to have your prospect tell you
the value instead. "If you tell your prospect about the value you offer, they
may or may not see this as relevant, of interest or of value. However if you ask
the right questions so your prospect tells you
the value of solving
their problem, they will then see this value as relevant, of
interest and of value. The big difference is that they have told you (and
themselves) the value as opposed to you telling them," says Tessa Stowe.
② Understand
Listen to words, body language and
emotions to understand the player's both
conscious and unconscious needs.
③ Clarify
Jointly list the obstacles that lie
between the current situation and the desired outcome.
