Ring 2: The Investigation
“Seek first to understand before you seek to be understood.”
During The Investgation stage you must find out everything you need to be able to positively progress the sales opportunity. Only in a perfect world would you be able to find out everything in one sitting or call so you’ll need to glean enough to make good decisions straight away. And the more you can investigate before you respond, the better and more effective your response is likely to be.
Knowing what you need to find out only takes you halfway. Knowing the right questioning and conversation techniques will ultimately define your success.
Key investigation skills
The ability to effectively assess
- The current situation (facts and figures about them, their team, their organisation)
- Aspirations (where do they want to be? where do they want to move away from?)
- Constraints/barriers (what’s stopping them? what issues do they have? what problems to they need to solve
- Authority (who has the authority? what might stop it going ahead? when do they want to see the benefits?)