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 you hear the buyer, and focus on their responses.

• Pay attention to your listening habits. Determine if they are effective and, if not, set a goal to make incremental changes to listen more.

• Ask follow-up questions. Clarify the buyer’s responses and seek more information.

• Paraphrase what the buyer has stated. Summarize, don’t parrot back. Capture the emotions as well as the facts.

• Qualify the buyer before moving to the Facilitate step or recommending a solution. Ask about the decision-making process and timing, and determine what other people should be included in the conversation.