How's Your Diagnosis?

Serving the needs for Agriculture, Associations and Corporations

Michele Payn-Knoper, Professional Speaker

How's Your Diagnosis?
Michele Payn-Knoper, Professional Speaker & MarketiStatus: 302 Moved location: /login?_sid=mVT7h1YfSDY83UxxGcxgHTovpx Content-type: text/html You should automatically be redirected to /login?_sid=mVT7h1YfSDY83UxxGcxgHTovpx ng Consultant, Cause Matters Corp.

Do you look at each interaction with your customers and prospects as an opportunity to learn? If not, it might be time to think more in terms of diagnosis. From my experience in selling and training salespeople, asking terrific questions will lead you closer to offering a solution. The "Selling Power Sales Question Book" offers a wealth of ideas for probing questions:

If I had a magic wand and could produce the ideal solution, what would it be?

How would you rate the comparative importance of these features?

Could you share with me some of the features you�re not interested in having?

Considering some of the performance problems you�ve had in the past, what minimum requirements would you expect?

What are the compelling factors driving this decision? Is there a deadline?

Who else in your organization is going to want to be briefed on this decision? Should we bring him or her into the conversation?

Where do you see your company positioned in this industry in five years?

What are the top three challenges facing your company right now?

Remember, diagnosis is more than just looking for what the customer wants. Just as your doctor focuses on what you need (not just want), you must help diagnose problems with your client's business. It may be tough, but they'll respect you more for it in the end. More importantly, you�ll be able to offer a solution that will truly help their business!

Michele Payn-Knoper founded Cause Matters to provide tools in sales, grassroots marketing, and championing agriculture. Learn more and review articles at www.mpk.info under Learning Resources. Receive her free monthly �Connections� e-newsletter filled with lively commentary on championing agriculture and selling by e-mailing newsletter@mpk.info.