Good post on John Jantsch’s Duct Tape Marketing in which he urges people to ask lots of questions (obvious really) but he suggests a good way of doing it:
Every time a prospect or client asks a question, write it down. Collect these questions on an ongoing basis, make every sales person note the questions they receive. In a very short period of time you will see patterns develop.
I would go further and urge people to actively ask lots of questions, like a reporter, to find out what’s important to the client and their customers (see my earlier post Why interviews matter).
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