Just a couple of days ago, I had the delightful experience of one of my tekkies showing sparkling sales skill. And today I had a conversation with a fella of 20 years experience currently selling information to accountants.
Amazingly, he uses the same approach to uncovering requirements. His similar chat goes:
“Let’s find out what’s crucial to you. Think about:
what do you need,
what do you think might be of interest, and
then the blue sky … ignore all pricing issues and think of what in a perfect world you’d like”
And he went on to describe a cheeky four grand he’d just earned displacing his key competitor using this very same approach.