FIVE ACTIONS TO INVESTIGATE COMPELLING POWNS^™

Don’t be fooled into thinking that all you need to do is get the buyer to talk. That’s not enough; you need to actively listen, clarify, add context to your questions, and adapt the questions as needed to keep the conversation collaborative.

Successful completion of the Investigate step is more probable when you first prepare by identifying the information that you and They need to uncover, write the questions that will uncover the information, and then use the following five Actions during your conversation:

1. Ask relevant open-ended questions.
2. Listen actively.
3. Ask follow-up questions.
4. Paraphrase what They have stated.
5. Qualify and confirm that They want to discuss a solution before moving on.

Each Action is important for a collaborative, value-filled investigation.