GROUP INVESTIGATIONS

Extracting information from a group provides additional challenges. You can imagine some of the underlying dynamics that impact an open discussion of POWNs. Getting individuals to contribute information in front of their spouses, colleagues, and managers takes extra effort.

To increase your probability of gathering good information in a group setting:

• Send questions to the group in advance of your conversation.

• During the conversation, poll the group or ask each person for a response.

• Pay attention to body language to spot those who may have something to say but are not speaking up.

• Tell the group they have a certain period of time to send in more detailed responses after the conversation—give a full day if possible, or at least until the day’s end.

• Ask for information in different ways to resonate with the different Tribal Types.

• If one person is dominating the discussion, ask follow-up questions to others using their name, “Thank you, Anne. That was very helpful. Steve, what can you add to the information Anne shared?”

Each buyer situation is unique. Your preparation and ability to Investigate POWNs with your buyer in different ways earns you the right to advance your sales conversation to the Facilitate step.