1. Title Sample gary@learningelevated.com www.learningelevated.com Start Guided Discovery

2. Created by Gary Robinson Has a story Everyone has a story and loves to tell it. Your job is to learn about that story Story

3. Created by Gary Robinson Initial Meet Hello Nancy, my name is Martin Jones with ABC Printing.

4. Created by Gary Robinson Q1 - Main What do you do? What are your challenges? What do you like best about what you do? How’s Business? Select the best question to begin after introduction and pleasantries

5. Created by Gary Robinson Q1 – A How’s Business? Common question that is typically not effective Doesn’t lead to deeper insight

6. Created by Gary Robinson Q1 - B What do you do? Usually one of the first asked – not a bad question Follow up with one of the other questions to get insight

7. Created by Gary Robinson Q1 - C What are your challenges? Do not use this early in the conversation They will think – “Who are you and why are you asking this?”

8. Created by Gary Robinson Q1 - D What do you like best about what you do? This question will set you apart from others It will help to discover their story and begin a connection

9. Created by Gary Robinson Q2 - Main What led you into that field? What are your challenges? I am a printer. Do you need my services? How is it really going? Select a next question to continue building rapport 1.What do you like most about what you do? 2.

10. Created by Gary Robinson Q2 - A How is it really going? You have not built enough trust to ask this question Allow them to continue telling their story 1.What do you like most about what you do? 2.

11. Created by Gary Robinson Q2 - B What led you into that field? Good second question. It gives them a chance to talk. It will give you insight into their dedication and passion. 1.What do you like most about what you do? 2.

12. Created by Gary Robinson Q2 - C What are your challenges? It is still too early to ask this question. Learn more about them and their personal objectives. 1.What do you like most about what you do? 2.

13. Created by Gary Robinson Q2 - D I am a printer. Do you need my services? Don’t try to sell or even prospect with qualifying questions. You want to explore a relationship building opportunity. 1.What do you like most about what you do? 2.

14. Created by Gary Robinson Q3 - Main 1.What do you like most about what you do? 2.What led you into that field? 3. And the process continues DONE

15. The End Example of a Guided Discovery allowing the learner to uncover the correct answer through choices