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Title. Guided Discov ery. Sample. . Ask the Right Questions. gary@learningelevated.com www.learningelevated.com. Start. Has a story. Story. Story. Story. Story. Story. Story. Story. Everyone has a story and loves to tell it. Your job is to learn about that story. Initial Meet.

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  1. Title Guided Discovery Sample  Ask the Right Questions gary@learningelevated.com www.learningelevated.com Start

  2. Has a story Story Story Story Story Story Story Story Everyone has a story and loves to tell it. Your job is to learn about that story

  3. Initial Meet Hello Nancy, my name is Martin Jones with ABC Printing.

  4. First Question Q1 - Main How’s Business? What do you do? What are your challenges? What do you like best about what you do? Select the best question to begin after introduction and pleasantries

  5. First Question Q1 – A How’s Business? Common question that is typically not effective Doesn’t lead to deeper insight

  6. First Question Q1 - B What do you do? Usually one of the first asked – not a bad question Follow up with one of the other questions to get insight

  7. First Question Q1 - C What are your challenges? Do not use this early in the conversation They will think – “Who are you and why are you asking this?”

  8. First Question Q1 - D What do you like best about what you do? This question will set you apart from others It will help to discover their story and begin a connection

  9. Second Question Q2 - Main What do you like most about what you do? How is it really going? What led you into that field? What are your challenges? I am a printer. Do you need my services? Select a next question to continue building rapport

  10. Second Question Q2 - A What do you like most about what you do? How is it really going? You have not built enough trust to ask this question Allow them to continue telling their story

  11. Second Question Q2 - B What do you like most about what you do? What led you into that field? Good second question. It gives them a chance to talk. It will give you insight into their dedication and passion.

  12. Second Question Q2 - C What do you like most about what you do? What are your challenges? It is still too early to ask this question. Learn more about them and their personal objectives.

  13. Second Question Q2 - D What do you like most about what you do? I am a printer. Do you need my services? Don’t try to sell or even prospect with qualifying questions. You want to explore a relationship building opportunity.

  14. Third Question Q3 - Main What do you like most about what you do? What led you into that field? And the process continues DONE

  15. The End Example of a Guided Discovery allowing the learner to uncover the correct answer through choices Thank you

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