1. Write two open-ended questions designed to uncover Janice’s rational criteria for buying.
2. Write two open-ended questions designed to uncover Janice’s
emotional criteria for buying.
3. Write two open-ended questions designed to get Janice to talk about her needs.
4. Janice tells you she is planning a two-day meeting for 20 ABC Staffing recruiters. Write two clarifying questions based on this information.
5. Write two questions designed to uncover the company’s decision-making process and decision-makers/influencers.
6. Write a question to uncover what Janice’s previous experiences have been like working with other hotels.
7. How could you use the information you know for planning the value proposition and next steps?
