Your account executives are probably conducting some sort of CNA, customer needs analysis, now. And your most successful account executives have learned that they can be leaps ahead of the competition by doing their homework, and discovering the answers to 80% of the questions on a typical CNA before they meet with their prospect.

But have they learned the value of thinking beyond their prospect’s current situation. Typical CNA’s explore a prospect’s current target demographic, their current competitive situation and how they plan to advertise.

Your account executives can have more productive discussions by exploring where their prospect wants to be, rather than simply learning where they are.

When you uncover your prospect’s dreams, visions, hopes and aspirations, and show them how you can help them get there, you’ll have a client for life.

Click here to arrange an online overview of how our new ‘Becoming a Master Questioner’ video series can take your client relationships, and your sales, to the next level.