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Advanced Discovery

Advanced Questioning Review: Taking Curiosity to the Next Level
Understanding your customer’s thought process is key to learning about your customer. Advanced questioning takes the curiosity game to the next level. This section reviews Current Situation questions, Problem questions, Impact questions, Ideal questions, and Benefit questions.


Advanced Questioning Note-Taking Review
There is a direct correlation between asking great questions, taking great notes, and customizing your presentation in a meaningful way to your customer. How you take notes will dictate the quality of your customized solution. This section reviews how to take notes in a way that allows you to capture your customer’s problems, impacts, and what they believe is their ideal solution, along with the value the customer believes you will bring them.


Advanced Questioning Interactive Exercise One
This interactive exercise will give you a chance to practice listening to a customer, taking great notes, and then formulating meaningful questions.

Advanced Questioning Interactive Exercise Two
This interactive exercise will give you a chance to practice listening to a customer, taking great notes, and then formulating meaningful questions.

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