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Created by Gary Robinson
Everyone has a story and loves to tell it.
Your job is to learn about that story
StoryStoryStoryStoryStory
Story Story
Created by Gary Robinson
First Question
What do you do?
What are your challenges?
What do you like best about what you do?
How’s Business?
Select the best question to begin afterintroduction and pleasantries
Created by Gary Robinson
First QuestionHow’s Business?
Common question that is typically not effectiveDoesn’t lead to deeper insight
Created by Gary Robinson
First Question
What do you do?
Usually one of the first asked – not a bad questionFollow up with one of the other questions to get insight
Created by Gary Robinson
First Question
What are your challenges?
Do not use this early in the conversationThey will think – “Who are you and why are you asking this?”
Created by Gary Robinson
First Question
What do you like best about what you do?
This question will set you apart from othersIt will help to discover their story and begin a connection
Created by Gary Robinson
Second Question
What led you into that field?
What are your challenges?
I am a printer. Do you need my services?
How is it really going?
Select a next question to continue building rapport
1. What do you like most about what you do?
2.
Created by Gary Robinson
Second QuestionHow is it really going?
You have not built enough trust to ask this questionAllow them to continue telling their story
1. What do you like most about what you do?
2.
Created by Gary Robinson
Second Question
What led you into that field?
Good second question. It gives them a chance to talk. It will give you insight into their dedication and passion.
1. What do you like most about what you do?
2.
Created by Gary Robinson
Second Question
What are your challenges?
It is still too early to ask this question.Learn more about them and their personal objectives.
1. What do you like most about what you do?
2.
Created by Gary Robinson
Second Question
I am a printer. Do you need my services?
Don’t try to sell or even prospect with qualifying questions. You want to explore a relationship building opportunity.
1. What do you like most about what you do?
2.
Created by Gary Robinson
Third Question1. What do you
like most about what you do?
2. What led you into that field?
3.
And the process continues
DONE