Framemaking Foundational, Ep. 34 - The Best Next Question

Customer questions. We come to nearly every customer interaction with a list of them. Things we need to know. Things we've been coached to ask. Things we need to "discover." But what does that all sound like to the customer? Sounds like work to me. High effort and low return. After all, the why you're asking questions is arguably as important as the questions themselves. And what you do next arguably matters even more. Are you really there to help your customer sort through a decision? Or are you actually there to help yourself advance a deal? Sure, the two can co-present, but from a customer's perspective, how do you demonstrate the difference--leaning on the former rather than emphasizing the latter? The best approach I've seen: Ask questions that genuinely come from a place of real curiosity, not just from a round of careful preparation. And the best way to demonstrate that often comes down to what you choose to do or say once you've got an answer to that question. What do you do next? Here's a suggestion that not only works in sales, but probably in dating and marriage, too. It's certainly worked on me in podcasts... #framemakingsale #b2bsales #b2bmarketing