Three Questions To Improve Your Questions (2) - Part 3 #short #salestips

I'm going to give you three steps to build your superpower of question. Who was involved? Were you involved? Was the CFO involved? Was the management team involved? Who on the management team? What happened? What impact did that have on the technology we're talking about now with you? What was the financial result? When did it all happen? Wow, 10 acquisitions in three years and where were the acquisitions? And then maybe you go back to the who and the why as you're learning more and then you get into some of the tactics behind what happened during that whole situation. So you can see you're working across a framework for the story and you're getting a well rounded understanding of what you need and you've taken the pressure off of coming up with the questions as you go and you're following a complete process and so you can stay with the framework or you can head off in different directions and come back to the framework as necessary based on the information you're getting.