Title Sample [email protected] Start Guided Discovery.

Sample

[email protected] Start

Guided Discovery

Ask theRight

Questions

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

Hello Nancy, my name is Martin Jones with ABC Printing.

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

Thank you

Example of aGuided Discovery allowing the learner to uncover the correct answer through choices