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The CallSource Prime Solution: Diagnose Part 3

This session focuses on the diagnostic process, including scoping, analyzing costs, and reporting findings. Learn how to identify symptoms, gather facts, estimate and prioritize, leading to informed decision-making. Master the art of asking effective questions and refining your diagnostic skills for successful outcomes.

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The CallSource Prime Solution: Diagnose Part 3

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  1. The CallSource Prime Solution:DiagnosePart 3

  2. Today’s Agenda • Diagnose review • Questions! • Your week in review • For next week . . .

  3. Customers buy . . . • Outcomes – results - VALUE • Expertise • Dependability • Trustworthiness

  4. Diagnose • Scoping – uncover info & data • Analyzing – calculation of costs • Reporting – interpretation of findings

  5. Diagnose • Symptom identification • Fact finding • Estimation • Prioritization • Decision to change!

  6. Questions, questions, questions • The questions . . . • Hyperqualification • Bridge to change • Peeling the onion • THREE MOST IMPORTANT WORDS • Diagnostic Map • Assumptive question • Indicator question • Conversation expander – “drill down”

  7. Yourweek in review . . .

  8. Next class: 4/3/06 • Read pages 172 – 177 of The Prime Solution. • Read pages 127 – 144 of Mastering the Complex Sale. • Continue to refine your questions.

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