The most important thing to understand from your prospects is WHY?
Make sure you’re asking questions to discover the reason for ANY & EVERY decision… purchase… action… they make.
- Who extends beyond the person you’re speaking with to the decision making team.
- To often salespeople stop at the what.
- Where isn’t only a physical location, but in relationship to other priorities.
- Even if you move onto when and define the timeline, you’ve not gone far enough.
- Of course, how they’re going to go about something is important as well.
Until you completely understand their reason why… you’ve not completed your qualification.