In conducting research with successful sales professionals, I have met
many who intuitively inquired into these qualitative categories and attrib-
ute much of their success to what they learned from these questions.
Following are examples of q2 questions you can use to get a better picture
of who your clients are. Remember, most vendors are only interested in
“what their clients have” and not in “who they are.” You stand out like a bea-
con when you master the qualitative side of the discovery process. You are
doing business with people, not entities. The q2 approach is a quantum
leap toward personalizing every business relationship.
Questions about History:- Where are you from?
- How did you get started in this business?
- What other kinds of work have you done?
- How did you get from “there” to “here?”
Questions about Goals:- What are your personal goals?
•What do you want to be when you grow up? - Where would you like to see this business in five years?
- Where would you like to see yourself in five years?
192 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 21.4Framing the Picture