The Listenary

For each of these situations create and share with someone else one or two magic questions (questions turned into I-statements) to get the information or clarification listed.

Networking Rituals
1. Name, company, and type of business.
2. Goals, mission, unique identity.
3. Problems, pain, and solutions tried.

Selling Rituals
1. Amount of time for this interview and what to do about interruptions.
2. Expectations/agendas for this interview.
3. Prospect's problem and pain.
4. Solutions tried and their success rate.
5. Likely results of continuing in the problem.
6. Personal implications of those results.
7. Budget set aside for the solution.
8. Identity of the real decision maker.
9. What's next and what after that.
10. Likely outcome of buyer's remorse.

Relationship Rituals
1. Place for lunch/dinner/movie, who will pay, and how we will transport there.
2. Occupation and fulfillment level there.
3. Family members, nuclear and extended, near and far away.
4. Goals, dreams, and how supported.
5. Difficulties, obstacles, and how tackled.
6. Expectations of this relationship.