Discovery Calls : Understanding your customer is the key to successful transactions
Key to understanding is the ability to ask appropriate questions and listen for the answers
Sharon Drew Morgen wrote about her idea of Facilitative questions. She writes : “Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. ……Here’s the big idea: using questions directed to help Others efficiently recognize their own route to Excellence, and change as appropriate vs. using questions to seek answers that benefit the Asker. This shift in focus alone creates an automatic trust.”
