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CBFA 07 - Diagnosing an Opportunity (Part 1)


Description
Getting the diagnosis started by uncovering the problems and opportunities that you can help your prospects solve and capture.
Content
  • Diagnosis Step
  • The Diagnosis Step
  • Laugh at "Tommy Boy" as he goes for the pain
  • Larry Lewis on why the diagnosis step is so important
  • Barriers to finding pain
  • Laugh at "It's Not About the Nail"
  • Ed Wallace on resisting the temptation to offer solutions
  • Asking Questions
  • Questions are your diagnostic tools
  • How asking questions works better than telling
  • Asking better questions
  • Neil Rackham on asking better questions
  • Getting the Diagnosis Started
  • Brian Quaranta explains the simplifed factfinder form
  • Role-play: BQ quickly goes through the factfinder before diving into diagnosis
  • Role-play: BQ finishes factfinder, finds more pain, moves into diagnosis
  • LL explains using the seminar follow-up form to get the diagnosis started
  • Common complaints and 30-Second Qualifier – The first steps to uncovering pain
  • Role-play: BQ uses the 30-second qualifier to get the diagnosis started
  • Third-party examples and first-party challenges
  • Last resort questions
  • Using last resort questions for a prospect who refuses to offer up any pain
  • Assumptive Questions
  • The seven rules of the wedge
  • Assumptive questions (telling in the form of questions)
  • Role-play: Using an assumptive question to expose a weakness
  • Using assumptive questions and takeaways in tandem
  • Build Your Playbook
  • Build your playbook: Download and customize the "Seminar Follow-up Form"
  • Build your playbook: Download and customize the "Current Financials Form"
  • Build your playbook: Getting the diagnosis started
  • Build your playbook: Creating your own assumptive questions
  • Build your playbook: Last resort questions
Completion rules
  • All units must be completed
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