Getting Your Way: You Can’t Craft a Solution Without Knowing the Problem

Posted on by in Reading Between the Lines

“There is no reason to tell a prospect how you can help until you have uncovered what kind of help they need.”

Little Green Book of Getting Your Way by Jeffrey Gitomer, page 60

Today’s message has everything to do with asking questions. Up until today, I played off of the daily quoted passage, but today I am going to give complete credit to Jeffrey Gitomer as I am going to share his words verbatim.

Asking questions that result in meaningful and helpful answers is a skill worth developing. In fact, once you do, you will become one of the elite sales professionals regardless of your chosen industry.

Click on the book to grab your own copy of "Little Green Book of Getting Your Way"

Click on the book to grab your own copy of “Little Green Book of Getting Your Way”

Since I could not have said it better, I will simply borrow from Jeffrey’s examples. These lead-ins will help you formulate your own questions.

  • What do you look for when…
  • What have you found each time you…
  • How do you propose to move forward…
  • What has been your experience when you…
  • How have you successfully used…
  • How do you determine your next step…
  • Why is that a deciding factor when you…
  • What makes you choose…
  • What do you like about…
  • What is one thing you would improve about…
  • What would you change about…
  • Are there other factors you consider before deciding to…
  • How do you react to…
  • How are you currently using…
  • What are you doing to keep…
  • How often do you contact…
  • What are you doing to ensure…
  • Is there something you would do differently when you…

These should get you thinking. Thanks Jeffrey.


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