Target Opportunity Selling: Top Sales Performers Reveal What Really Works

Chapter 4

PRECISION Questions

The PRECISION Questioning Framework

While talking to a group of several hundred salespeople at a conference, I asked which professions they regarded as great questioners. Some replied “reporters and consultants,” and this led to a spirited debate on the basis that reporters “only extract information” whereas consultants “have a way of asking questions that make you think you came up with the ideas they planted.”

In asking consultants from KPMG, Ernst & Young (EY), and Deloitte how they ask questions in such a way that they plant ideas at the same time, their responses were consistent. They said they don’t go into ...