3 Questions That Reveal What's Important & Urgent to the Business Owners You Serve...

Here's the situation...you're talking to a business owner and have this conversation.  "Well, how's business?"  Answer - "Fine."  It's tough to go far with that answer.  Or do you ask the often repeated, very obnoxious, personally intrusive and never honestly answered, "What keeps you up at night?"  And receive the look stating, "It's none of your business what keeps me up at night."  Not much progress there either.

Here are three questions that spark a meaningful conversation and determine how you can help them best.  The questions are open ended and allow the business owner to share insights on what's affecting them. 

1.  What's the #1 job that needs being done in your business - is it in marketing, sales, operations or team development?

2.  What's your next big project - in operations, marketing, sales or team?

3.  What's you #1 priority in the coming quarter - is it in operations, marketing, sales or team development?

The questions are short and end with specific but broad areas to focus their thinking.  Phrase the question so that their answer is in your area of interest.  So if you're an accountant - you may suggest areas about tax, bookkeeping or management information.  A manufacturing representative mentions inventory, quality, speed, price, efficiency, effectiveness, etc.  You're seeking to understand and appreciate their answers with follow-up questions like these.

I.  Why that one?

2.  Is that important to you?  Why?

3.  What are the consequences of not having it?

4.  Does this concern you?  Why?

To the degree you show genuine interest by allowing them to talk vs. you selling, they'll reveal what's urgent and important and you'll earn the right to ask if they are open to solutions.

To learn more, let's have a conversation - at ph:  972 709 6776.