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Are You Making People Think With Your Questions - A Framework

  • Cherry B
  • Apr 4, 2017
  • 2 min read

We are living in a transformative period where everything is changing so fast, including the dynamics of the market, the way we do business and the way we engage with our customers.


The ability to add value is no longer just important, but it is almost life-changing. The experience we bring will need to scale.


In our earlier article, "Are You At The Mercy of Digital Disruption?", we explained how this transition impacts our business. It is already happening.


When it comes to value adding and driving a different customer experience, the one factor that is at the heartstrings of it all is Discovery, or some call it Questions. Not just any way of asking questions, but one that makes people think.


In Cherrypick Consulting, we anticipate investment in this particular skill will be key in almost all forms businesses across all industries.


In the context of sales engagement, how often do we see an individual engaging in product / service and feature discussions. How frequent do we feel that that this individual is trying to sell us something during the engagement? How confident are we to say that these individuals are really genuine when it comes to our business?


Cherrypick Consulting has facilitated numerous sales workshops and role plays. Each time, we come across the same scenarios. Over and over again.


We observed and tested many approaches and thought we would share our recommendation to better conversations using the below framework.


Next week, we would move into details on how to use this framework to have a smoother, more effective conversation a customer. So stay tuned to our next article.


one of a two part slide which I would like to share with you. If this is something of interest to you, you may view the full two pager HERE. Or if you'd like a copy of the PDF file, feel free to reach out to us too.


While most of the channel successes we heard are coming from a Cloud-borne channel partner, it does not mean a traditional partner would not make any head ways if they transform. If only they know where and how.




"When it comes to value adding and driving a different customer experience, the one factor that is at the heartstrings of it all is Discovery, or some call it Questions. Not just any way of asking questions, but one that makes people think.

- Cherry B

Meanwhile, if you can't wait for our next post, do reach out to us for examples of using the above framework. Or if you have heard of any other great ways of Discovery, we would love to learn from you.


Cherry-O!




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