Is It Better To Discover or Provoke?
Customers are busy. There are many times when a customer may not be certain about what they want to achieve. They may have a sense of their goals and why they are important, but often, they have not yet validated their thinking, quantified their targets or determined how they will evaluate alternatives. What kinds of questions are most effective in compelling customers to focus on these issues and crystallize their thoughts? Which questions can transform a sales …
