Key messages
Avoid assumptions.
Stay in step with the buyer, responding to their moves – as opposed to taking control and forcing the pace.
SHAPE the process to ensure you arrive at a solid, shared understanding of prioritised needs.
Surface – to elicit facts.
Hunt – to understand the challenges/problems behind the facts.
Adjust – to ask permission, confirm priority or change direction.
Paint – the outcomes/benefits of taking action.
Engage – agree next steps.
Ease your way into SHAPE by memorising key drivers of concern and adding variety through the use of ‘Spicy’ Questions.
Use Value-Sheets to display structure, understanding and a desire to deliver value.
Always retain a ‘helping’ mindset to assist the buyer in articulating their needs.
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