Thursday, April 25, 2019
Exploration Not Interrogation
I believe in asking a few pertinent questions (such as, “What prompted you to meet with me today?”) but I find too many consultants placing the buyers at a metaphorical bare table under a glaring light bulb and interrogating them (“How long have you worked here?” “What did you do before that?” “What are your current priorities?” “What keeps you up at night?”)
Establish a peer-level, trusting relationship through discussion. No one is going to answer your questions completely or accurately if they don’t trust you to begin with.