When it comes to securing existing or future business with your clients, the questions you ask are fundamental to your success.
When you use a proven framework and ask your clients ‘happy’ and ‘sad’ questions, you sell more and and build value for your accountancy firm. Both types are needed, and you can learn how to ask these kinds of questions.
Using this framework, Xerox proved that asking the right questions clearly worked in Newcastle, Tyne & Wear.
The Newcastle Xerox sales office of 35 people produced poor results and was ranked 16th out of 17 Xerox offices across the UK. When they introduced this new way of asking questions, they jumped to 5th.
Only 6 months later they were ranked 1st in the UK and had doubled their sales conversion rate.
They only lost the top spot when all the other Xerox teams in the UK were trained to use the same framework and asked these' happy' and 'sad' questions in the right way as well.
These questions form part of a well-proven framework that has also delivered results for the likes of IBM and Honeywell. Worth trying, don’t you think?