Too often we find that an opportunity is not an opportunity. Unfortunately, we find it out much too late. Late as in we’ve already counted on it as a “sure sale,” or we’ve spent money on trips, expenses in general or valuable time that can’t be recovered. The purpose is this article is to explore the great “Why?”
A good part of our answer has to do with human nature. Most of us want to believe in people. This leads to “glossing over” many of the points of any discussion as opposed to asking the hard questions. We fail to do the necessary due diligence by asking for proof. We don’t because we’re either afraid to hear the answer, don’t want that answer or afraid of offending the person with whom your attempting to conduct business.
In reality, a disservice has been done on both sides of the “opportunity.” The prospect or client doesn’t get what they want and you don’t get what you want because the right questions weren’t asked of all the participants.
Is there a problem with asking too many questions? Is there a chance you’ll loose the opportunity if you ask penetrating questions?
Questions and research that lead us to more questions are the only way in which we can get to an Agreement that meets the needs of everyone. Often times, it’s not the question but the way in which it was asked that might loose the deal. If the question(s) aren’t asked, the deal was never really there in the first place.
So, what are you working on right now? Do you understand the questions? What is it that you need to know and you’re concerned about asking for fear of loss? If you knew in advance that not asking the question would loose the deal, would you ask it then?
Here are some key questions to ask in any transaction:
1. Why do you want to do this deal, transaction, purchase, etc?
2. How much does it really cost? Are there ANY fees or costs that have not been previously disclosed or discussed in writing?
3. Will you put that in writing?
4. If, will you . . . ?
6. Why are you . . . ?
7. When will you . . . ?
8. What happens if you don’t . . . ?
9. What are the benefits of you doing . . . ?
10. What happens if you don’t . . . ?