1. How to Ask Questions – Part 2 February 9th, 2018
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How to Ask Questions – Part 2
February 9th, 2018

2. How to Ask Questions – Part 2 February 9th, 2018

3. Objectives of Asking Questions
Spark conversation that leads to unknown problems that you can solve.
Enlighten your prospect about the magnitude of their problem.
Learn more about the account.
Continue to build your credibility.

4. We can’t meet our objectives with these answers…

5. “Yes.”
“November.”
“Six.”

7. Step #1: Disarming Authority Statement

8. Disarming Authority Statement

9. How to Ask Questions – Part 2
Agenda:
Best Practices of Asking Questions
Super Questions

10. Best Practices of Asking

11. Poll Question

12. Which of the questioning techniques below worked wonders in the 1900s, but is outdated and deficient today?
Asking open-ended questions.
Mirroring you customer when asking questions.
The ABC’s of questioning – Always Be Closing.
Repeating their answer back to them.

13. Which of the questioning techniques below worked wonders in the 1900s, but is outdated and deficient today?
Asking open-ended questions.
Mirroring your customer when asking questions.
The ABC’s of questioning – Always Be Closing.
Repeating their answer back to them.

14. Which of the questioning techniques below worked wonders in the 1900s, but is outdated and deficient today?
Asking open-ended questions.
Mirroring your customer when asking questions.
The ABC’s of questioning – Always Be Closing.
Repeating their answer back to them.

15. Best Practices of Asking
Don’t ask traditional closing questions.
Don’t ask rhetorical questions.
Don’t be Checklist Charlie.
Take notes on a notepad … an ugly yellow notepad
Use Super Questions.

16. “If you like the test drive, will you be buying the white one or red one?”

17. Best Practices of Asking
Don’t ask traditional closing questions.
Don’t ask rhetorical questions.
Don’t be Checklist Charlie.
Take notes on a notepad … an ugly yellow notepad
Use Super Questions…

18. “You’re spending $400k per year on guard services, and you lost 30% more in shrinkage. How does that make you feel?”

19. Best Practices of Asking
Don’t ask traditional closing questions.
Don’t ask rhetorical questions.
Don’t be Checklist Charlie.
Take notes on a notepad … an ugly yellow notepad
Use Super Questions …

20. Super Questions

21. The Super Question
Now that you’re the authority, you need to teach them how other similar companies successfully do things, while asking questions.

22. Do you see the difference?
Typical Question
Super Question
What is your decision-making process?
In working through several of these projects, we’ve learned that other hospitals have benefited from including the following steps in their decision-making process:
Evaluation of the integrators’ businesses.
Product demonstrations, with the integrator presenting.
TCO calculations.
What is your decision-making process? Do you include these steps?

23. Do you see the difference?
Typical Question
Super Question
What’s important to you in a manufacturer?
Our most successful integrators have found the following factors in a manufacturer to be critical to their success.
Content creation for marketing campaigns.
Not saturating the market.
Proactive strategies to penetrate end-users targets.
What’s most important to you in a manufacturer relationship?

24. Building the Super Question
What answer do you want to hear?
Share what others have done.
Tailor the entire monologue.

25. What is your decision-making process?
What answer do you want to hear? What will help you win?
“We look heavily at the capabilities of the system integrator. We examine the health of their business and past performance. We ask them to drive the demo – not the manufacturers. In this project, we’re going to look at hard numbers so we can justify the expense to our board.”

26. Building the Super Question
What answer do you want to hear?
Share best practices that you’ve seen.
Tailor the entire monologue.

27. What is your decision-making process?
Share best practices that you’ve seen… connected back to #1.
Evaluation of the integrators’ businesses.
Product demonstrations, with the integrator presenting.
TCO calculations.

28. Building the Super Question
What answer do you want to hear?
Share best practices that you’ve seen.
Tailor the entire monologue.

29. What is your decision-making process?
Tailor the entire monologue.
“In working through several of these projects, we’ve learned that other hospitals have benefited from including the following steps in their process:
Evaluation of the integrators’ businesses.
Product demonstrations, with the integrator presenting.
TCO calculations.
What’s your decision-making process? Do you include these steps?”

30. 1. Position yourself as an authority before asking questions. 2
1. Position yourself as an authority before asking questions When asking questions, follow best practices and guide them by using super questions..

31. Yes. November. Six.

32. Yes, we have a regular security provider now, but we’ve been having challenges recently. Also, we’ve been reading some of your company’s articles, and you seem to have a real grasp on the direction of the industry.
Officially, our budget is completed in November. However, when we want to work with someone and get something approved, we’ll start working the numbers in July / August time frame. If you can help us like you helped Downtown Health, we’ll make that happen.
There are six people on the budgeting committee, including me. To get to the table, you’ll need to convince my team. After that, Michelle in HR will be the main person. If you convince Michelle and me, Tina will move forward with you.

33. Lesson Plan

34. Questions and Discussion Chris Peterson cpeterson@vectorfirm.com