Free Diagnostics Tool
Don’t Waste the Answer.
How to Build Trust By Asking Your Prospects Purposeful Questions.
Agencies tend to wing it when it comes to biz dev conversations. They wing it with their questions. They wing it with their research and prep. And then...if they happen to strike gold with a question...they do not mine it all the way to the bottom.
Candidly...they waste the answer. In today's high-stakes competitive marketplace...the agency that asks purposeful questions, listens with precision, and doesn’t waste the answers will increase its probability of moving from authority to demand.
100%
Your prospects summarize instead of telling you the real story. People are not natural narrators.
83%
Off sales conversations miss the clues hiding inside the prospect's own answers.
3 min
To score your biz dev conversations.
The Problem
Your Team Is Wasting the Prospect’s Answer
Are you asking purposeful questions designed to understand your prospect's real experience...or are you running through a standard discovery checklist and hoping something sticks?
Take 3 minutes to score how well your team mines for clues. Be honest. This guide scores the 5 critical gaps where biz dev conversations break down between asking and understanding.
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The Purposeful Question
Are your questions designed to help you understand the prospect's real experience...or are you just running through a standard discovery checklist?
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The "Take Me Back" Trigger
When a prospect mentions a problem, do you ask them to explain it generally...or do you ask them to remember a specific moment in time so you can hear the real story?
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The Pattern Recognition
Do you treat every challenge as an isolated event...or do you ask your prospect to look back over the last six months to see if a pattern emerges?
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The Clue Hunter
When a prospect gives you a summary using words like "usually" or "pretty good"...do you accept it at face value, or do you stop and ask them exactly what they mean?
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The Next Question
While your prospect is answering, are you already thinking about the next question on your sheet...or do you form your next question entirely based on what they just said?
Download Your Free Guide
Score your biz dev conversations in under 3 minutes.
No spam. No fluff. Just the diagnostic with actionable insights.
"Every answer leaves clues. And a lot of times...that is where the next question lives. Form your next question from what your prospect just said. Follow that trail until you understand it."
— Libby Stinson, Strategist and Forensic Interview Expert | Predictive ROI
What You'll Discover
Three Score Ranges.
One Clear Path Forward.
20–25
The In-Demand Interviewer
You are not just asking questions...you are mining for the truth. You understand that people are not natural narrators, so you use purposeful questions to guide them back to specific moments in time. You never waste the answer.
13–19
The Discovery Trap
You are asking good questions, but you are leaving the best clues on the table. You are likely accepting summaries instead of digging for the story underneath. You are doing a good job of solving the problem they stated, rather than the problem they actually have.
5–12
The Winging It Danger Zone
You are flying by the seat of your pants. You are focused on your own checklist rather than the prospect's experience. If you do not change how you ask questions, you will continue to lose deals to competitors who know how to listen.
Built by Predictive ROI
Your Right Next Step.
We want agencies to win. If your score revealed that your bridge is invisible or missing, you need a better system for building proof. And the fastest way to put points on the board is to stop improvising and start building the specific, consistent proof your prospects need to see.
If you'd like to see how all of these pieces could fit together into a complete business development engine for your agency...our BIZ DEV SPRINT may be the right next step to help your agency architect trust, build your sales pipeline, and move from guesswork to growth, so you can reach your biz dev goals faster.