The importance of making the bridge to full discovery

Bob Davis The Quality Conversation bookAn excerpt from The Quality Conversation by Bob Davis

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The bridge to full discovery is important in Quality Conversations around sales as well. You might say something like:

                                • “To determine how we can be of maximum value to you, let me ask…”
                                • “Now that we have been able to fix the issue that you called about, let me ask you a few questions to see if I can provide you with additional value on this call.”

By bridging to the questions, you help the other person understand why you are asking the questions, and this increases your chances of getting full cooperation.

 


What impact would the bridge to full discovery have on your organization’s bottom line? Contact Bob Davis today for a free consultation.


 

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