Quick Sales Call
What’s going really well for you lately?
What keeps you up at night?
How are you addressing that?
What would it mean if you fixed it?
Patrick Henry*, an Entrepreneurship Professor at USC, teaches this simple discovery model that we can all use when time is short. This quick approach gets your audience talking, exposes potential problems and opportunities, and uncovers emotional needs very well. Let’s take a look at why it works:
What’s going really well for you lately?
Why it works. People like to talk about themselves and their successes. This is an effective question to use early in discussion to get them to open up and engage with you. Also, people are more likely to expose opportunities and challenges (later in discussion) after they’ve talked about what’s working well.
What keeps you up at night?
Why it works. This question can expose the gap or the “pain” that you may be able to help address. If they have a problem outside your area of expertise and you help address that issue, you still become a valuable resource. Keep in mind, these are not always bad things or challenges—many of us are “kept up” by exciting opportunities we want to capitalize on.
How are you addressing that?
Why it works. Understanding what your audience is currently doing to address opportunities or challenges enables you to frame any of your ideas as complimentary to the current effort. This background ensures you don’t suggest something that didn’t work in the past or something that is too remote of an option.
What would it mean if you fixed it?
Why it works. People want to reach their ultimate vision—whatever that is. The answers to this question get at the ultimate benefits and primary motivating factors that are most important to this person. You’ll be more successful positioning any recommendation, when it is aligned with the other party’s vision.
Remember that people, not organizations make decisions. This basic model goes a long way in enabling you to learn about how you may be able to help someone. Also remember, that even if your ideas or recommendations are not related to you making a “sale”—that this situation can still be very positive. Making a suggestion that provides no immediate benefit to you can lead to increased credibility and demonstrate your genuine willingness to help.
How are you doing so far? Ask these 4 questions and watch as you uncover more opportunities and build your credibility!