Captain’s log, stardate 20220217
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The Four Questions
When I’m doing a sales interview, there are four questions that continually cycle through my brain:
- What do you want?
- Why?
- So what?
- Why don’t you just {insert faster, cheaper, easier solution here}?
I phrase them politely, and in various ways, and they don’t always come out in the same order, but...
Fundamentally, these four questions are all you need to uncover the information required for a value priced proposal.
Yours,
—J