As part of a Call Plan we create Questions ahead of time that we want to ask the client. These questions should help the client "check off" the key beliefs in our call plan in order to reach the EIM.

I think this is an interesting challenge to tie the questions to the key beliefs so I thought I'd pose an example to the group.

For the key belief "we have the capabilities to deliver a high quality solution" what are some questions you could use to support this belief?

One way to get meaningful information from the customer about the issues they would like to address is to demonstrate your understanding of their situation through inquiry.

For example, you could ask framing questions to start to develop a storyline. You may start by stating that, based on your experience (e.g. speaking with C-level executives, working with similar companies in similar industries, discussing certain topics) three themes keep repeating — though they play out differently for each company.

1. Get costs down
2. Get efficiency and productivity up
3. Get more resources and focus on strategic business issues — be a better business partner to the organization.

If you are able to confirm that the person you are speaking with is also concerned about one or more of these items, you can drill down with diagnostic questions to help support your line of inquiry.

"Have you had any issues around reducing the numbers and costs of ______?"

By moving off your own solution, you can create the environment where a key belief can be "checked off" by your asking questions specific to their situation.