QUICK TIPS TO INVESTIGATE POWNS™
• Ask relevant, open-ended questions. Identify the buyer’s POWNs and ensure your questions are intentional, intelligent, interesting, and indirect.
• Use the Four-Point Investigation framework to ensure you are asking for the information that opens sales opportunities. Ask for information about Today and Tomorrow, about Risk and Reward.
• Use the thought-starter questions throughout this chapter to create a list of between ten and fifteen questions that you want to incorporate into your investigations.
• Adjust your questions for the Tribal Type. Use “thinking” words in the questions for Commanders and Achievers and “feeling” words for Expressers and Reflectors.
• Listen actively. Nod your head, verbalize that ...
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