@mo.alhakeem

من كتاب بلير انز / الترجمة العربيّة في الأسفل

الترجمة بالذكاء الاصطناعي وقد تحتوي على أخطاء

🧩 1. The Probative Conversation

Purpose:

To prove your expertise to the client and move, in their mind, from the position of a vendor to that of the expert.

Guiding Questions (used internally):

• What is our current focus (discipline or market)?
• Does this focus allow us to build true expertise that sets us apart?
• What problems do we help clients solve?
• What value do we help create?
• What is our overarching perspective?
• How will we generate leads short and long term?

🧭 2. The Qualifying Conversation

Purpose:

To vet the lead to determine if an opportunity exists and the appropriate next steps, while maintaining the expert position.

Framework (BANT variation):

• Context (C): Who is the client and what is their situation?