1 / 8

The CallSource Prime Solution: Diagnose Part 3

This session focuses on the diagnostic process, including scoping, analyzing costs, and reporting findings. Learn how to identify symptoms, gather facts, estimate and prioritize, leading to informed decision-making. Master the art of asking effective questions and refining your diagnostic skills for successful outcomes.

armandon
Download Presentation

The CallSource Prime Solution: Diagnose Part 3

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. The CallSource Prime Solution:DiagnosePart 3

  2. Today’s Agenda • Diagnose review • Questions! • Your week in review • For next week . . .

  3. Customers buy . . . • Outcomes – results - VALUE • Expertise • Dependability • Trustworthiness

  4. Diagnose • Scoping – uncover info & data • Analyzing – calculation of costs • Reporting – interpretation of findings

  5. Diagnose • Symptom identification • Fact finding • Estimation • Prioritization • Decision to change!

  6. Questions, questions, questions • The questions . . . • Hyperqualification • Bridge to change • Peeling the onion • THREE MOST IMPORTANT WORDS • Diagnostic Map • Assumptive question • Indicator question • Conversation expander – “drill down”

  7. Yourweek in review . . .

  8. Next class: 4/3/06 • Read pages 172 – 177 of The Prime Solution. • Read pages 127 – 144 of Mastering the Complex Sale. • Continue to refine your questions.

More Related