The Purpose of Questions
When you’re on a sales call, you should have a purpose.
That purpose helps to focus your questions and guide the call, to ultimately bring about a solution.
If you went to engineering school, like I did, you were taught that asking the right questions will bring you 80% of the way to a solution.
You cannot jump to a solution, without understanding the problem and underlying needs.
When you are on sales calls, think of yourself as a doctor with a goal of diagnosing the issue. It’s your job to ask questions that will take you past the surface-level problems. You want to get beyond the symptoms in order to diagnose the root cause.
Without that information, you cannot suggest a proper solution. The Need Diagnostic is a guide to help you make your questions purposeful.