By the nature of who you are… people will pretty much answer any question that you ask them… won’t they? Of course, the depth and truthfulness of those answers will greatly depend on how much trust & credibility you have created… but they will answer you. That being the case… what information do you need to know in order to help them?
Would it be helpful to know their:
- Goals & objectives?
- Vision of success?
- Vision of a world-class partner?
- Priorities?
- Perceived value of your solution?
- What they like about their current provider?
- Decision making criteria?
- Current strategy?
- Deal breaker issues?
- Etc., etc., etc…
If you believe that people will answer any question that you ask… and you believe that certain information would help you help them… ASK!
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