Discovery Questions for Consultative Selling
- What are your goals?
- What will success look like?
- What are your clients doing now? (Provide a Needs Assessment)
- What does your goal mean to you, personally?
- What can I do to help?
- What are your three biggest challenges and what would happen if nothing were done?
- What are your resources, budget, schedule, and timeline?
- Are you the decision-maker or do you have to get "permission?"
- What does your typical day look like?
- If you could change anything at all, what would it be?
- What is the biggest issue you have today? -
- Is it painful? Why?
- What is the measure of that pain (time, effort, etc.)?
- How are you solving this problem today? When was the solution implemented? Why was it done like that? Who made the decision?
- What is this problem costing you? (lost revenue, lost customers, increased service costs, etc.)?
- Who would you expect to solve this problem? expectations around that for service, price, etc.
- What are you hoping to achieve?
- What are the barriers standing in the way of effectiveness?
- How does this affect your results, programs and what you deliver to your clients?
- Is there a will to implement change? What's your commitment level after the program?
- What have you tried in the past?
- What is the best we could do? What's your optimal environment/reality?
- How is this impacting your bottom-line?
- What's the payoff or ROI? (Long-Term)
- How do others view this situation?
- What are the outside forces creating the stress?
- Who has the authority, time or money?
- Who else will be affected?
- What events or scenarios led you to think you may need Stress Management or Team Building?
- What are the factors in your environment?
- What outcome are you hoping to achieve?
- Have you had any other training similar to this?
- What have you done recently?
- Are you the decision maker?
- Who else should I talk to?
- What would you like to see changed and what do you hope to stay the same?
- What's happening that you don't want to happen? What would you like to have happen?
- What should we start/stop and continue?
- Who's my audience (the employees)?
- What is your employee's/families perception of the training?
- What's the cultural attitude about training?
- Are there any danger areas that I should know about?
- What's your budget?
- What's your timeline?
- How did you hear about me?
- What will happen if you don't address this?
- What's the cost of NOT doing this - financially and emotionally?
A good coach asks questions; the student or client can answer them. What can you add to this list?
- What are your goals?
- What will success look like?
- What are your clients doing now? (Provide a Needs Assessment)
- What does your goal mean to you, personally?
- What can I do to help?
- What are your three biggest challenges and what would happen if nothing were done?
- What are your resources, budget, schedule, and timeline?
- Are you the decision-maker or do you have to get "permission?"
- What does your typical day look like?
- If you could change anything at all, what would it be?
- What is the biggest issue you have today? -
- Is it painful? Why?
- What is the measure of that pain (time, effort, etc.)?
- How are you solving this problem today? When was the solution implemented? Why was it done like that? Who made the decision?
- What is this problem costing you? (lost revenue, lost customers, increased service costs, etc.)?
- Who would you expect to solve this problem? expectations around that for service, price, etc.
- What are you hoping to achieve?
- What are the barriers standing in the way of effectiveness?
- How does this affect your results, programs and what you deliver to your clients?
- Is there a will to implement change? What's your commitment level after the program?
- What have you tried in the past?
- What is the best we could do? What's your optimal environment/reality?
- How is this impacting your bottom-line?
- What's the payoff or ROI? (Long-Term)
- How do others view this situation?
- What are the outside forces creating the stress?
- Who has the authority, time or money?
- Who else will be affected?
- What events or scenarios led you to think you may need Stress Management or Team Building?
- What are the factors in your environment?
- What outcome are you hoping to achieve?
- Have you had any other training similar to this?
- What have you done recently?
- Are you the decision maker?
- Who else should I talk to?
- What would you like to see changed and what do you hope to stay the same?
- What's happening that you don't want to happen? What would you like to have happen?
- What should we start/stop and continue?
- Who's my audience (the employees)?
- What is your employee's/families perception of the training?
- What's the cultural attitude about training?
- Are there any danger areas that I should know about?
- What's your budget?
- What's your timeline?
- How did you hear about me?
- What will happen if you don't address this?
- What's the cost of NOT doing this - financially and emotionally?
A good coach asks questions; the student or client can answer them. What can you add to this list?
| Contact Dr Joyce at 1-855-DR JOYCE for more information. Dr. Joyce M. Knudsen http://www.imagemaker1.com 1-855-DR JOYCE Article Source: http://EzineArticles.com/?expert=Dr._Joyce_Knudsen |  |
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