discovery process. The q2 school of thought assumes that you are building
a long-term relationship with the client and are not in it for a one-year
fling. In this school of thought, the emotionally intelligent sales profes-
sional begins the excavation process intent on uncovering four critical
areas of qualitative discovery.
- History (where they’ve been and how they got to where they are)
- Goals (where they are headed and their plans for getting there)
•Transitions (the problems, challenges, and growing pains they are
currently experiencing and anticipate in the near future)
•Values (the principles upon which they have centered their life and
business)
If you want to get a more accurate portrait of who your client is and
how he or she operates at the emotional level, these four areas of inquiry
will tell you what you need to know. Picture the four areas of inquiry as the
four boards that, when put together, form a frame around the portrait of
who the client is (see Figure 21.4).
Emotional Archeology / Mastering the Art of the Irresistible Question 191FIGURE 21.3q2 Inquiry (qualitative)