Every consultant has a different attitude when it comes to the Fact Finding process for their specific clientele. No two consultants are going to take exactly the same approach to get the real story. Learn the importance of a Fact Finding session and how to draw the much needed information from your Clients.
Discovery goes beyond Fact Finding by seeking more than just facts and figures. The consultant probes more into attitudes and feelings that may not come across in normal questionnaires. Common to both is that this is the time when relationships are strengthened and loyalties formed.
Important to either Fact Finding or Discovery is learning to be an active listener. The White Paper explores this topic and the power of questions – specifically the different types of questions and the responses that are the result. One thing is certain – there needs to be motivation for a client to divulge the details and a game plan for the consultant to get the “real story.” In the end – it’s all the same.
Table of Contents: How to Find the Facts, Fact Finding, Not a Do-It-Yourself Project, Why Conduct Discovery, When to Conduct Discovery, Listening Practices, Being an Active Listener, Being a Good Questioner, The Power of Questions, Advanced Skills, Ending Result – It’s All the Same, The Last Word
