Q.1. I noticed that you climbed Mt. Kilimanjaro (topic the other person is interested in). Why on earth Lisa?
Q.2. Impressive client roster you folks have. What makes you such a badass VP of Sales Bob? (find out what makes your prospect special).
Q.3. What was the best part of your weekend? Do anything that would make me jealous? Do tell (story your prospect can tell)
Q.4. What are you looking forward to this week?
Q.5. Never been to Colorado. Why is it amazing?
Find topic of interest and followup with more
Really? Tell me more?
What do you mean?
Confirm time available
60 second story
Transition to interview
Reassure that there are no right or wrong answers, it’s like a documentary
Find the motivation
What changed at ACME that prompted you to jump on a call today?
Typically, people talk to us because ….. Do any of these resonate with you?
When did you first start thinking about that?
What triggered you to start thinking about it?
Understand where they have been
What have you tried?
Find where they want to be
Tell me what better looks like 6 months from now
Product Success® works with entrepreneurs and business leaders dissatisfied with their current product performance and innovation efforts; who want to create predictably successful new products and services. Our "jobs" based design process uncovers what customers really want, and most importantly, why they want it. Armed with specific actionable insights, we not only help build and market game-changing, profitable, disruptive innovations, but also save millions of dollars that would be lost on failed ideas and unnecessary features.