| Yes, of course you’ve got to talk, but are you using your breath to ask good questions or sell your “stuff”? Marc Miller in “Seat at the Table” details a great questioning model with the acronym FOCAS. Of course there are a ton of ideas out there and we’ve used many, but this was is new and fresh and thought we’d pass it along. Ask the right questions centered around the concepts of F-factual (queries that help uncover data about your customer), O-objective (probes that spotlight the customer’s goals and strategic plans), C-concern (12 or so strategy-filled questions to draw attention to the exec’s dilemmas), A-anchor (questions that exploure the extent of the cutomer’s challenges) and S-solution (inquiries that let the customer see the value in your solutions)… and you’ll be off to a great start to gathering key data points from your “buyer” to learn more about their goals and strategic intent. |
