Chapter 2

Do buyers tell the truth about what they want?

Khách nói thật khi tôi hỏi họ muốn gì?

The chapter's question

Am I asking customers what they did, or what they think?

Big idea

Questions about the past get real answers; questions about the future get polite ones.

In this chapter

  1. Part 2.1

    The Last Time It Happened

    When did this problem last occur, and what did they do?

  2. Part 2.2

    What They've Tried

    Before they met me, how were they solving it?

  3. Part 2.3

    Why That Didn't Work

    Where does the old way break down?

  4. Part 2.4

    Questions That Spoil Answers

    Which of my questions is handing them the answer?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The First Conversation is free to read right here.

Read in Conan School

Chapters of The First Conversation

  1. 1.Must a good first meeting end in a sale?
  2. 2.Do buyers tell the truth about what they want?
  3. 3.Why do urgent problems keep getting postponed?
  4. 4.Is asking about budget early too pushy?
  5. 5.Is walking away early a loss?