Getting to the Root of a Prospective Client's Problems

Source: RainToday

Authors Mike Schultz and John Doerr discuss the “Five Whys” technique, pioneered by Taichi Ohno, for uncovering what's really driving a prospective client's problems. Too often, salespeople stop at the first need they discover and offer solutions that merely relieve the symptoms of a deeper problem.

To help prospects create lasting change and truly add value, salespeople should ask a series of “why” questions – “Why did this happen?” “Why will this solve the problem?” “Why are things the way they are?” – until they reach the root causes of those symptoms.

The authors provide an example of how the Five Whys technique works and guidance on using it. “Rainmakers who are capable of getting to the bottom of things,” they maintain, “create stronger relationships, create stronger foundations of trust, and are seen as problem solvers and change agents.”

For the complete article, read “Tap the Power of ‘Why' to Uncover Prospects' Challenges.”

From RainToday, www.raintoday.com, July 27, 2011.