What is your mother's maiden name?

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When you interrupt the conversation because you’re thinking about the next question, it causes the discovery conversation to feel disjointed and forced. So instead of asking questions one after another from a predetermined list, opt for an organic approach to the conversation, where one question builds on the previous one based on the stakeholder’s response.



Interrogation and dialogue

Imagine a scene from a movie. The bad guy is tied to a chair in the middle of an empty room. A bright light shines directly into his eyes, and the interrogator peppers him with accusatory, leading, closed-ended questions. The interrogator intends to make the bad guy as uncomfortable as possible, to throw him off balance, to break him down so that in his moment of weakness he will reveal his deepest secrets.



Many salespeople put prospects in similar awkward situations. These salespeople ask a barrage of closed-ended and often leading questions that can come off as pushy, self-serving, and manipulative. In response, prospects deflect, obfuscate, and put up emotional barriers.



Instead, asking cleverly structured, open-ended questions in a fluid conversation keeps stakeholders engaged. When you approach discovery as a fluid conversation rather than an interrogation, you disarm stakeholders, engage them, and lower emotional barriers.



Ask tough questions first

Imagine you see a stranger walking towards you from a distance, a man kazakhstan telegram data you don't recognize. He walks straight towards you. When he stops in front of you, your guard goes up. Then, without hesitation, he starts asking you some personal questions:



Where do you live?


How many children do you have? What are their names? Where do they go to school?

What color car do you drive? Where is it parked?

How much money do you have in your bank account?

How would you feel when asked these questions? What would you say? Would you give him the answer he wanted? Would you lie? How long would you stand there before you yelled at him, told him to get off you, or ran away?