In emergency rooms throughout the United States, a series of three simple questions has replaced complex, computer-based calculations for assessing patients who are experiencing heart problems. The goal of asking questions is to probe until its clear the customer is satisfied. When applied to the sales process, the questions will differ based on your research of the prospect. They dont need to be complex, but they must drill down to the heart of the issue.
As stated in part one, How to create trust in the sales process, its all about asking the right questions to create value, understanding and confidence. The simplicity of this approach belies the careful study that went into its development. It requires an investment of up-front time to understand the prospect, but its an investment well worth making.
