If you are paying attention to the news, you may have noticed that lots of people are under investigation from both sides of the political spectrum. The dictionary definition of investigation is “a formal inquiry or systematic study.”
While running a workshop last week, I was reminded of the power of a salesperson when they slip into investigation mode. That systematic process is the key to building trust and demonstrating value in the early stages of a relationship.
No matter what you are selling, you should go far beyond just needs analysis or selling features and benefits of your product or service. You want to have a business conversation, looking for a desired business result that you can help them accelerate.