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Slides from our monthly Coach Is In webinar. Check out www.what-matters.com for audio recording and more Coach Is In calls.
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ASK GREAT QUESTIONS AND MOVE FORWARD FASTER
ZIP Learning
1. Blah to Yeah!
2. Getting to NEXT
3. Questions and Buyer Decision Making
4. Creating/Sharing YOUR Best Questions
WHY QUESTIONS MATTER1. Open the door
2. Offer a canvas on which to paint the future
3. Put us on the same playing field
4. Take us beyond problem solving and putting out fires
5. Guide buyer decision making
BLAH to YEAH! 1. Get them laughing. Does your dog bite?
2. Be open (avoid “yes/no” answers) • Instead of “Do you have any questions?”, ask
“What questions are most on your mind?”
3. Dig for data… lightly. The budget range story: “Could you narrow it down, just a bit?”
4. Provide context
5. Try floating… test the water
6. Scale the options: “On a scale of 1‐10, with 1 low and 10 the highest, how important is the decision?”
GETTING TO NEXT 1. (First name), we have about x minutes left… what questions are still on your mind? (Probe—
need, timing, resources, approvals, priorities)
2. Let’s pretend it’s 2 years from now… what’s been successful in the work we have done together?
3. Often, after a meeting ends, there are more questions. How should we address those?
4. We’ve shared lots of ideas and options. What key criteria will you use to decide what’s next?
5. (First name), what’s your intention, in terms of what’s next?
6. A question I often ask myself, (first name): “What could hold me back, from moving forward?” If I asked you that…
7. What questions do we need to talk about that will determine whether we can move forward?
BUYER DECISION MAKING 1. Awareness (with substance, reason)
2. AAT, ATT
3. Discover what’s wrong with or what’s missing– Strategic issues – Structure– Tactics
4. Facilitate action conversations with Buyer Decision Team – Clarify internal issues – Demonstrate how you can address them
5. Ask for the opportunity
Questions about:1. Specific challenges2. Places you’re stuck3. Fears4. Creating possibilities5. Reframing
ASK THE COACH
November 2, 2012• Self‐Evaluations & Personal
Development.• One page plan, resources
December 7, 2012• Action Plan for 2013• Find, Focus, Forecast & Fix
January 4, 2013• How—and Why—Substance is the
Base of a Buyer’s Decision Making Process
WHAT’S NEXT?All Coach Is In Webinars are on the first Friday of the month, from 2‐3CT.
Betsy’s One Hour Breakthrough™
Want results?
Ask, don’t tell…