But, I don’t know that if I only know who they are buying from now. I only know who their current vendor is!
Additional benefits of “IQ”:
Asking intentional questions also give you direction, focus, and clarity. We never know where a conversation is going to go.
It could go in a million different directions, and sometimes, it is necessary for us to follow suit. However, it is still in your best interest to leave with the information YOU need.
Equipping yourself with a series of purposeful questions gives you a women database course of action to revert back too, even when the client pulls you off the trail.
If you don’t have intent in your questions you won’t ask them because you don’t know why you need too!
So, guess where you will find yourself at the end of every meeting? Wherever the client takes you!
The key is to go “with them” when necessary, and then skillfully bring them back to your strategic line of questioning, or back on your path.
Asking intentional questions also provides you with an open door to uncover hidden needs of the customer.
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