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GapQuestion
MeatballWiki | RecentChanges | Random Page | Indices | CategoriesOne type of SalesQuestion is to identify the gap between where they are now and where they want/need to be. Everyone wants to be more ... profitable, productive, happy, sexy, loved, supported, entertained, safe, something. We are perpetually in a struggle between our status quo and something better. More to the point, everyone is struggling between where they are now and where they have to be in order to fulfil their obligations. If you understand where they are now (do your homework!) and how that is different from where they are struggling to be, you have identified their gap.
Once you understand the gap, understand the problems that are created by that gap. Are they losing information, money, opportunities, friends? Are they missing out on something important? Are they stuck instead of moving forward? Then, ask them how they are addressing those problems. Good questions include, "How do you propose...?" "How do you determine...?" "What ... are you missing?"
If they do not have an good answer yet, they will then be open to hearing about how you are their good answer. Solve their problems. Close their gaps for them so they are closer to where they want to be. That's an excellent way to CreateValue? for someone else.
Template
Where are they now?
--> Problems with the status quo:
Where do they need to be?
--> What is the value in their target (e.g. profit, productivity, satisfaction?)
What is the gap? What is missing to get them from now to then?
What problems are there in the gap? Either for their organization or for the person you are dealing with directly.
How are you solving those problems?
--> The Question
Diskussion
I think "What ... are you missing?" doesn't fit as well as the other questions. The answer could be unexpected or just "nothing, we're doing perfectly".
What is the WikiGapQuestion??