Monday, July 7, 2008

Terrific Discovery/Qualification Question

Here is a truly terrific question to ask in a Discovery or Qualification session: “Is there anything I should be asking that I haven’t yet asked?”

This is best done at the end of a Discovery discussion or Qualification session. It has the wonderful effect of causing your customer to pause and think, critically. Often your customer will come up with something that is important, which you both missed previously in your discussion.

Try it!

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