Pascal 2.0™ Nine Boxes Interview Helper
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Click in the column where you want to ask a question. Start in cell 1. Try to reach cell 9, a shared vision of the future.
Start with open questions:
- Will you tell me who your customers are?
- What product or service do you deliver?
- Tell me about...
- Will you explain...?
- Tell me more...
- What happens next?
- Why is that?
Let the customer talk!
Rules:
- First, you must understand the problem, then the people impacted, then explore the vision of the solution
- First ask open questions (to get the story) and control questions (to get the facts of the story).
- As soon as you think you understand, ask for confirmation: "If I understand you correctly, <explain what you understood>"
- When you get a NO to the confirmation, go back to an open question: "Will you explain what I missed?".
- When you get a YES to the confirmation, you can choose to stay in the same row or move to the next row.
- Ask short, simple questions. Let the customer talk!
- Avoid multiple choice questions
- Avoid questions with an "OR" in them.
- Ask for confirmation often. Don't be afraid of getting a NO: that's the best way to get more information. Confirm early and often.
- To learn more read the Solution Selling book or go to Solution Selling training.
- Download the handy portable Nine Boxes summary
